Finding ways to differentiate your products and services during the sales process can be very challenging.
No one sales strategy seems to work these days. In the past, we armed sales people with collateral and asked them to go out and find out what prospects need and then return with a solution. This type of “Solution Selling” no longer works today. It’s nearly impossible to get in the door to even learn what the prospect needs.
Many recent studies show that 60% of the sales process is over before a prospect ever reaches your website, calls your office or talks to a sales person. Your prospects are educating themselves in advance of speaking with you and may even have sophisticated vetting systems to choose a vendor or partner that keep you out of the process.