Making Differentiators Matter

Step 1: Differentiator Step 4: Symptoms

Under what circumstances does this

Select a differentiator of your business.
differentiator matter?

Step 2: Relevancy Step 5: Positioning Questions

Why does this differentiator matter to a What open-ended questions expose

buyer? relevancy of the differentiator?

Step 3: Buying Players Step 6: Discussion Points

What information and client stories should

To whom does this differentiator matter?
be shared relative to this differentiator?

“Price is the ultimate decision factor in the absence of differentiation.”

The Sales Architects “Knock-Out the Competition” workshop program helps salespeople master
differentiation to win more business at desired price points. Contact us for more information.

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