Standing Out in a Commoditized Market
This week's show is entitled, "Standing Out in a Commoditized Market" and my guest is Steve Gielda, Managing Partner at Ignite Selling.
Tune in as we discuss...
Buyers buy outcomes, not products. Know what the customer is trying to achieve before you start selling. Features and demos can wait.
Price is rarely the real reason you lose a deal. When reps say they lost on price, customers usually tell a different story. Dig deeper.
Reframe the decision criteria before your competitor does. If you let the buyer define the evaluation on their own, a competitor likely already shaped that list. Get…
The skinny
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