Knowing How To Differentiate Is A Sales Training Imperative!

Winning bigger deals is an acquired ability: It can be learned. Sales training for winning bigger deals must be focused on the different challenges a salesperson confronts in these opportunities: The advanced sales skills necessary for competing in the big deal arena mean the difference in winning and coming in a close second.

One of the key differences in large, complex opportunities is that there are more decision-makers, making the challenge of differentiating greater. Today’s advanced sales training instructs salespeople how to differentiate to a wider audience.

Advanced sales training for bigger deals stresses the imperative for
developing a circle of mentors, not just one or two, for collaboration: In the biggest deals no one person can list all the key decision-makers or the organization’s acquisition model. That means the differentiating value proposition must have wider appeal.

Shrewd, calculating procurement often positions vendor products and services as “commodities.” The only tested defense against the customer commodity strategy is attractive, compelling differentiation. Sales training must instruct on the process of developing truly unique differentiation.

Finishing A Close Second Is A Cardinal Sin!

Learning to win the close ones is a function of sales training: instruction on the fundamental process for developing rock-solid differentiation. Knowing your customer is not just a SEC imperative: Knowing your customer is the foundation for creating attractive, compelling differentiation. The customer assessment process, the diagnostic examination of your customer’s business situation is the price of admission for ultimate differentiation. Closing the Whales sales training principles stresses why this critical step can not be short-circuited.

When your customer knows that you know more about them and care more about them than any other
competing vendor, you will have achieved winning differentiation. Differentiation is not a once-in-a-while impulse: Differentiation is a constantly throbbing pulse to those who consistently win the high-stakes deals. Advanced sales training is the first step.