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How to differentiate yourself in sales prospecting

10 Mar

How to differentiate yourself in sales prospecting

Louis G. Larochelle

Let me start by asking you a question: Are you just another sales rep?Most salespeople today have a presentation-based approach. It's not necessarily their fault. Traditionally, companies tend to train salespeople on the products and/or services to be sold. The features, advantages, benefits, enhancements, etc. A salesperson can recite all of these by heart.

Sales representatives then develop bad reflexes, because they see that the added value they offer is inevitably linked to the product, when actually this is not true. The value you bring to the customer is a solution to their problems.

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