The Importance of Differing

Section 1 - Agenda: Have a plan &amp; share it. Call out surprises before they, ya know, surprise you.
Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes.
Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too.
Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call.

Ask about impact and quantify where you can. Then talk about areas where you can differentiate or ask questions where you know you can differentiate. If your customer is evaluating you, then they're evaluating your competitors. They don't do these things in a silo. The second thing is that the economy sucks right now,. We are selling in a downturn, which means your biggest competitor is the status quo. So you should be asking questions that can open up areas of differentiation.

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