Lynda - Craft Your Sales Pitch with Competitive Differentiation

Size: 540 MB | Duration: 1h 17m | Video: AVC (.mp4) 1280x720 30fps | Audio: AAC 48KHz 2ch

Genre: eLearning | Level: Intermediate | Language: English

Competitive differentiation is crucial to high-margin sales that close quickly. When customers view you, your organization, and your product as something truly special—and not just a commodity—you can avoid price concessions and win more business. Lack of competitive differentiation results in an endless sales process—and the decision nearly always comes down to price. In this course, learn how to add value and differentiate yourself from the first call to the proposal. Authors and leadership experts Lisa Earle McLeod and Elizabeth McLeod cover everything from crafting your opening statement, to asking the right questions, to asking your clients for their business.

Topics include:

* How can you differentiate your organization?

* Setting yourself apart

* Differentiating your language

* Adding value before collecting revenue

* Differentiating during the sales process

* Unpacking the buyer's journey

* Differentiating in the first meeting

* Talking about the competition

* Customizing your deck

* Differentiating your written proposal

* Asking for the business

* Differentiating inside your organization