About this episode
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 there first.
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