Sales can be so frustrating for salespeople. They stare at what they have to sell and don’t see material differences from what their competitors offer.
While they may not see differences, salespeople are held accountable for winning deals at the company’s desired prices.
Most salespeople can’t change the product that they sell. They can’t make it bigger, smaller, harder, softer, redder or bluer. The product is what it is.
What many salespeople fail to realize is that they have an opportunity to differentiate, not just with their product, but through their selling approach.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.