I sell b2b. When making my pitch what is going to set me apart from the competition?

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Why have current customers/partners picked your product or service over competitors?

Good Customer Service is always tougher to sell because as a buyer you expect it. However, if you can uncover a prospect’s negative experience with the Customer Service from your competitors then you can demonstrate how you do it differently and better.

Also, as a Rep it’s always a good approach to increase your value to the customer. One way of doing this is becoming a real expert in one particular product/offering. It helps if you are interested in that particular product/offering and look for one with good margins so you maximize productivity.

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Make sure you’re spending more time asking the prospect questions to get at their specific pain than you are spending talking

What sets you apart is specific to three things: you, your product, and your company. What sets you apart as a sales rep? Whatever unique aspects of your personality or skills stand out and draw leads in. B2B means customers want to know exactly how much money they'll save/make compared to how much money they spend on you - how can you share that information in a unique way that keeps them interested? What sets your product and company apart? Ask for their differentiation information.

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