Paul helps you stand out from the sea of choices your customers have by highlighting your key differences. Show Notes Never discount a differentiator. “It’s better to lose a deal than discount a differentiator.” When the customer compares your price to your competitor’s, acknowledge the difference in price by pointing to the value they will receive with you. Don’t bad-mouth the competition. Instead, highlight your strengths that point to your competitor’s weaknesses. Use the generic similarities between you and the competitor as a springboard to what makes your solution unique. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.