Catalyst Sale Podcast
Differences in Selling - Products vs Services - 175
Feb 12, 2020 · 17 min
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Difference in Selling - B2B, B2C, Products, Services - Does it Matter?

On this episode, Mike and Jody discuss whether or not there is or should be a difference in selling different products/services.

Questions Answered:

  • Is there a different approach to selling different things/items i.e. products vs services or B2C vs B2B?

Key Takeaways:

  • There is not a difference in the foundational items related to Sales.
  • Sales is about connecting a problem that exists in the market with a solution that exists in the market.
  • Think through the problem you solve in the market.
  • Put yourself in the shoes of the person with the problem.
  • The challenge as a Sales Professional is figuring out who has the problem, why they have the problem, what they think about the problem and what they would like to do about the problem.
  • Once you understand the problem, you can design communication and experiences to support the customer decision-making process.
  • The fundamentals are going to stay consistent.
  • The actual vocabulary will shift depending on what you know about your customer, your business and the sales rep approach. 

Show Links:

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

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Product Market Fit

 

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