Unlocking Business Success through Differentiation

[00:01 - 06:23] Opening Segment

• Welcoming Patrick Kagan to the show
• Differentiation occurs in the customer's mind long before it occurs in the salesperson or business owner's world in reality
• The Jiminy Cricket Effect changes that where your customer, when they stay awake at night, they're thinking about you
• Differentiation will create top line growth, bottom line growth and customer satisfaction
• Business owners should understand the concept of differentiation and attempt to differentiate themselves when they are in front of their clients or perspective clients

[06:24 - 12:58] Unlocking the Power of Differentiation: 4 Disciplines to Help Small Business Owners Stand Out

• Locally owned business with 25 years of experience and nationwide distribution
• Utilizing recycled products to differentiate from competitors
• Need to identify distinguishable factors that make the business unique
• 4 disciplines of differentiation: hate current situation, inspect what is expected, practice on a daily basis, and practice patience
• Differentiation includes benefit selling but is not the same as benefit selling
• Mindset is key to differentiation - focus on identifying the customer's problem and looking for bigger problems than what they describe

[12:59 - 19:16] Uncovering the Secrets to Growing Your Business 

• Open dialogue with customers/prospects to understand their ideal salesperson
• Know your business and what makes it work, measure the right thing
• Sales numbers may not be indicative of actual success
• Tactics can help achieve strategy, but must be used correctly
• Take better care of yourself than your smartphone for business success
• Book provides roadmap to build abundance in business and life

[19:17 - 21:52] Closing Segment

• Reach out to Patrick Kagan!

Ready to transform the sales experience and close more deals? Connect with Patrick and join their program at pksolutionsgroup.com.

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Tweetable Quotes

 “So think of sales like getting a college.” - Patrick Kagan

“Fix the greater problem.” - Patrick Kagan