Comments on: Time to differentiate yourself http://www.firstborder.com/sales-blog/2008/05/20/time-to-differentiate-yourself/ Strategies and tools for successful selling, making your number, and increasing your commission. Wed, 19 Nov 2008 17:42:33 +0000 http://wordpress.org/?v=2.6.2 By: Ian Brodie http://www.firstborder.com/sales-blog/2008/05/20/time-to-differentiate-yourself/#comment-1759 Ian Brodie Sun, 25 May 2008 23:20:49 +0000 http://www.firstborder.com/sales-blog/2008/05/20/time-to-differentiate-yourself/#comment-1759 Bang on Colin. I think Neil Rackham summed things up really well when he said that selling has changed from being a game of "communicating value" (i.e. the value is in the product and the salesperson's job is to communicate that to the customer to convine them to buy it) to one of actually "creating value" through the sales process. Through research, good questioning and a consultative approach, the salesperson can create value for the customer over and above that which comes with the product. And nowadays - they need to to survive, let alone prosper. Best Regards Ian Bang on Colin.

I think Neil Rackham summed things up really well when he said that selling has changed from being a game of “communicating value” (i.e. the value is in the product and the salesperson’s job is to communicate that to the customer to convine them to buy it) to one of actually “creating value” through the sales process. Through research, good questioning and a consultative approach, the salesperson can create value for the customer over and above that which comes with the product. And nowadays - they need to to survive, let alone prosper.

Best Regards

Ian

]]> By: Tim J.M. Rohrer http://www.firstborder.com/sales-blog/2008/05/20/time-to-differentiate-yourself/#comment-1754 Tim J.M. Rohrer Thu, 22 May 2008 14:17:55 +0000 http://www.firstborder.com/sales-blog/2008/05/20/time-to-differentiate-yourself/#comment-1754 Right on, Colin! The future belongs to the prepared. Customers expect you to know their business and have some ideas on how you can help before you walk in the door. Challenging times separate hack from professional. Right on, Colin! The future belongs to the prepared. Customers expect you to know their business and have some ideas on how you can help before you walk in the door. Challenging times separate hack from professional.

]]> By: Karl Goldfield http://www.firstborder.com/sales-blog/2008/05/20/time-to-differentiate-yourself/#comment-1753 Karl Goldfield Thu, 22 May 2008 04:42:34 +0000 http://www.firstborder.com/sales-blog/2008/05/20/time-to-differentiate-yourself/#comment-1753 Colin, Great sharing! In this day and age it is not what you are selling, what you are telling, or what you think you can do to convince. It is about investigating in a way that shows you understand some and want to understand much much more. It is about showing people that you are a thought leader and one to trust. This only comes in the deep dive that great questions deliver. Karl Colin,

Great sharing! In this day and age it is not what you are selling, what you are telling, or what you think you can do to convince. It is about investigating in a way that shows you understand some and want to understand much much more. It is about showing people that you are a thought leader and one to trust. This only comes in the deep dive that great questions deliver.

Karl

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