From the course: Craft Your Sales Pitch with Competitive Differentiation
Join today to access over 25,300 courses taught by industry experts.
Unpacking the buyer's journey
From the course: Craft Your Sales Pitch with Competitive Differentiation
Unpacking the buyer's journey
- Understanding your buyer's journey is imperative in your ability to differentiate the sales process. You know what their experience is like with you, but what has their experience been before you? What about the elements of your organization you can't necessarily control? Let's look at three elements of the customer experience that you might not be able to fully control as a seller, but you can use to your advantage. First, marketing. Now, that doesn't mean the marketing from your organization. It means the entire landscape your customer is experiencing. Customers see a variety of messages that together form their opinion about an industry. You as a rep, need to understand what your perspective customer is seeing so you can frame your message. For example, if all your competitor's ads focus on price, you're going to need to reframe the conversation to focus on value. If your competitor say your solution…
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.