Craft Your Sales Pitch with Competitive Differentiation

Learn how to add value and differentiate a sales pitch. Explore crafting an opening statement, asking the right questions, and asking for the business.

Introduction

• Understanding sales differentiation

1. Assessing Yourself

• Becoming a differentiated sales rep
• Rating your company's differentiation
• Developing a differentiated organization

2. Differentiating Yourself

• Setting yourself apart
• Developing product expertise
• Differentiating your language
• Adding value before collecting revenue

3. Differentiating during the Sales Process

• Creating 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

4. Differentiating Your Deck

• Pitching kills your presentation
• Opening your presentation
• Customizing your deck
• Asking for the business
• Differentiating your written proposal

5. Differentiating inside Your Organization

• Differentiating with your boss and peers
• Inspiring differentiation in your product
• Cultivating differentiation in your team

Conclusion

• Next steps