Craft Your Sales Pitch with Competitive Differentiation
By: Lisa Earle McLeod and Elizabeth McLeod
Level: Beginner Intermediate
Duration: 1h 17m
Released: July 18, 2017
Description:
Competitive differentiation is crucial to high-margin sales that close quickly. When customers view you, your organization, and your product as something truly special—and not just a commodity—you can avoid price concessions and win more business. Lack of competitive differentiation results in an endless sales process—and the decision nearly always comes down to price. In this course, learn how to add value and differentiate yourself from the first call to the proposal. Authors and leadership experts Lisa Earle McLeod and Elizabeth McLeod cover everything from crafting your opening statement, to asking the right questions, to asking your clients for their business.
Topics include:
- How can you differentiate your organization?
- Setting yourself apart
- Differentiating your language
- Adding value before collecting revenue
- Differentiating during the sales process
- Unpacking the buyer’s journey
- Differentiating in the first meeting
- Talking about the competition
- Customizing your deck
- Differentiating your written proposal
- Asking for the business
- Differentiating inside your organization
Contents:
- Introduction
- 1. Assessing Yourself
- 2. Differentiating Yourself
- 3. Differentiating During the Sales Process
- 4. Differentiating Your Deck
- 5. Differentiating Inside Your Organization
- Conclusion
Authors:
Elizabeth McLeod
Elizabeth McLeod is the vice president of client services at McLeod & More, Inc.
Elizabeth manages projects for clients like Google, G Adventures, and Hootsuite. She also spearheads McLeod & More’s marketing and executive events. Before joining McLeod & More, Elizabeth worked in advertising in both Boston and London. She has an undergraduate education in advertising from Boston University, and a master’s degree in industrial and organizational psychology.
Lisa Earle McLeod
Sales leadership expert Lisa Earle McLeod is a popular keynote speaker, author, and consultant.
Lisa created the “noble purpose” concept and strategy after her research revealed that organizations driven by a noble purpose outperformed the market by over 350%. A sought-after keynote speaker who has rocked the house everywhere from Apple to Peterbilt Trucks, Lisa is known for her cutting-edge ideas, practical techniques, and inspirational humor. She is the author of four best-selling books on leadership, sales, and personal development. Her book Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud has been a game changer at global firms like Flight Centre, Hootsuite, and Roche. She is also the sales leadership expert for Forbes.com, and she has appeared on NBC Nightly News, The Today Show, Oprah.com, and Good Morning America.
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