Salesforce and asked the reps how

[Shishirgano9]

Yet, data shows that top-performing reps spend less time discussing products (9-19% of the time in calls) compared to their peers. In fact, a study analyzing 100,000 successful sales presentations found that top sales reps spent 39% less time discussing features and technology. So if you find yourself landing in the commodity zone more than you’d like in your sales motion, here are three tips to help you stand out and win more.



1. Stop sounding like your competitors! I was recently lithuania cell phone number list training the team at they typically communicate their value to customers. One of the reps responded with, “We help our customers reduce costs and improve efficiencies” to which I [lovingly] replied, “Stop saying that!!! That might be true, but guess what? All your competitors say exactly the same thing! And if you sound the same as everyone else, your customers will think you’re the same.



” Imagine I decided to start my own financial services company and led with a message, “At Priemer Financial, we provide world-class service for very low fees.” Queue the collective eye roll from all the customers who’ve heard that a million times! Instead, rethink your pitch to sound different. Use scientifically proven tactics to help your message break through your customers’ armor, engage them emotionally, and align with their journey. Related post: Three principles scientifically proven to help your message break through your customer’s armor Related post: A Simple Hack to Transform Your Pitch Into One Customer Can’t Ignore! 2.