Dave Brock is a world leading sales expert and today he’s explaining why it’s not your products features, benefits or pricing that closes deals, it’s you.
In a world of constant commodification, where most products look and behave similar to the competition. the biggest differentiation is the sales professional who is selling it.
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(click the time stamp to jump directly to that point in the episode.)
- [1:24] Show intro
- [2:19] Interview starts
- [2:55] Are WE the biggest differentiator?
- [5:33] What do you do if you’re not the best in the world?
- [7:50] How we can add more value over the buying process
- [13:48] Adding value by saving time?
- [20:06] The customer defines the problems
- [28:00] Should we take more time in our sales meetings to get to know the customer?
- [31:57] Could sales be automated?
- [38:29] Wrap up
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