Overview
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Learn how to add value and differentiate a sales pitch. Explore crafting an opening statement, asking the right questions, and asking for the business.
Syllabus
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Introduction
- Welcome
- Are you a differentiated rep?
- Is your organization differentiated?
- How can you differentiate your organization?
- Setting yourself apart
- Product expertise
- Differentiating your language
- Adding value before collecting revenue
- Sticking to a differentiated sales process
- Unpacking the buyer's journey
- Differentiating in the first meeting
- Building relationships that last
- Asking the right questions
- Talking about the competition
- Pitching kills your presentation
- Opening your presentation
- Customizing your deck
- Asking for the business
- Differentiating your written proposal
- Differentiating with your boss and peers
- Inspiring differentiation in your product
- Cultivating differentiation on your team
- Next steps
