Sales Tip of the Day: Is your “Differentiator” critical to the decision?

By Scott Sambucci | November 3, 2012

“Your such-and-such feature is really a differentiator.” 

Be careful here – clarify what your prospect means ASAP!

Does she mean that your product is has something “really cool” or it is a critical function that will ultimately influence her to buy your product? It might be different but if it isn’t critical to their decision, it won’t matter.

I just bought a car. The Prius had better gas mileage than the Honda I bought. Gas mileage was differentiator but wasn’t critical in my decision. Getting 40 mpg with the Honda was good enough vs 52 mpg in Prius.

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