Differentiating on value--or discounting? What’s your differentiation strategy?

Are your salespeople able to differentiate your offering, or are they discounting price to close the sale?

Does your sales team know how to “sell the value,” or do they get caught in the cost-cutting trap?

Being pushed on price is a given in today’s environment. When this happens, many salespeople end up giving away expensive value-adds in order to close the sale. Doing so, of course, has a detrimental effect on margins.

Many sales organizations focus on selling value, but few understand how to go beyond superficial (and unprofitable) “value added” extras. Highly skilled sales professionals, on the other hand, are able to provide real value that advances the customer’s business. They create a genuinely differentiated offering that delivers value customers will pay for—and competitors can’t match.

Help your sales representatives improve thier sales strategy . . .

• Create a highly differentiated offering that locks in customers while locking out competitors.
• Link solutions to the customer’s most pressing business issues.
• Become an integral part of the customer’s business by integrating your solution into the customer’s daily operations.

Wilson Learning works with your salespeople to sell on the concept of product differentiation and stop engaging in a tug-of-war over price. They learn to create an offering that is strongly linked to the customer’s business processes and strategic imperatives.

To learn how you can achieve improved sales results through sales training that focuses on product differentiation, contact:
Wilson Learning at 800.328.7937 or send an e-mail to