How to Distinguish Yourself from the Competition
By Don Hutson
One dreaded statement from a sales prospect could make a salesperson turn pale. "Is this your best deal?” … “I've interviewed a couple of your competitors and they are willing to sell for less." … "Thanks, but we want to shop around before we make a decision." How many of us have recently heard, "Our business has been so good for the past five years we haven't felt a need to do any sales training, but things are different now and we need help!" In today's market of intense competition and constant margin pressure, this scenario continues to replay itself.