Sellers are often so focused on helping their buyers find the best solution to their business issues that they often fail to protect themselves by differentiating that solution from the competition. In today’s highly competitive environment, understanding what differentiates your solution from the competition, and then being able to position and defend that differentiation, is critical to sales success.
But, wait.

What is differentiation?

Well, differentiation is the process of making a seller’s solution stand out from the competition through the uniqueness of the capabilities, and the added business value that those capabilities provide the buyer organization.




SPI
Author:
SPI, Sales Performance Review

Sales Performance International (SPI) is a global sales performance improvement firm dedicated to helping the world's leading corporations elevate their sales relationships and drive measurable, sustainable revenue growth and operational sales performance improvement.

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Differentiation Grid Template

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