178: Why Your Products Biggest Differentiator is YOU! With Dave Brock

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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Resources mentioned:

BOOK: Sales Manager Survival Guide: Lessons from Sales’ Front Lines





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Will Barron is the founder of Salesman.Red and host of the Salesman Podcast where he entertains hundreds of thousands of millennial salespeople every month. If he isn't recording or editing shows he's racing his RX8 or riding bicycles down mountains.

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