Being different from the competition isn’t the point

“Differentation by marketers has a long and obvious history. When you see competition, you differentiate,” blogs Seth Godin.
Buy mine, I can prove it is different.
They offer X, I offer Y.
They cost this, I cost that.

Questioning the customer is an effective sales technique

Jim Keenan, founder of A Sales Guy consulting (asalesguy.com), believes in the challenger sales approach touted in the best-selling book of the same name (“The Challenger Sale” by Matthew Dixon and Brent Adamson). Keenan says there are three key areas where your reps can challenge customers:

Confusion is the wrong surprise

Surprise can be a strong sales and marketing tool. Confusion is rarely so.
Author and trainer Wendy Weiss (WendyWeiss.com) says if your value proposition isn’t clear from the outset, don’t expect to get your prospects’ attention. She recounts the story of this voicemail she recently received:

There’s an avatar in the break room

It happens more than ever lately. I’ll be reading an article in a magazine or newspaper and a story will be so off-the-wall that I’ll give the cover a double take to see if I’m actually reading The Onion, the satirical tabloid that cracks funny about important news of the day as well as the mundane.

How to Turn Sales Losses Into Wins

Is Marketing the New Sales?

Harness the Power of the Pause

Socratic Questions Help Prospects Uncover Truth

One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help his students learn more, using knowledge they already had.

5 Reasons Why Sales Makes Marketing Mad

One of the biggest problems in any company with separate sales and marketing departments is what is sometimes calls sales and marketing alignment. This can be a problem regardless of how large or how small. In other words, how do sales marketing get along, how do they interact, and how can the processes between them be improved?

If You Love 'Em, Keep 'Em

Managers are forever looking for ways to improve their team's performance – be it the latest business book, closing technique or marketing automation tool. But they often overlook a valuable tool that's right under their noses: their organization's talent management practices.

Socratic Questions Help Prospects Uncover Truth

One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help his students learn more, using knowledge they already had.

'Gold Calling' Is Alive and Well

S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead.

Eyes On the Prize

No matter how much your sales associates love working for your company, none of them love it so much that they would do it for free. And while a base salary and commissions are nice, the sales contests and incentive programs you provide are key to demonstrating that your organization recognizes and appreciates the associates who go the extra mile.

The Evolution of Social Selling

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