On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, "how we extract ourselves from the commodity dungeon with our pricing and our offer." The guys tackle Paula's question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process.
The customer sees the same things from other vendors, but doesn't see the uniqueness and differences, and it's up to you to decide how to portray them.
The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it.
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