This is the sales gravy podcast. I'm Jeb Blunt, bestselling author of fanatical prospecting and sales EQ,

and I'm here to help you open more doors, close bigger deals, and rock your commission check.

On this final episode of our series on sales differentiation with Lesall's, we discuss personal value differentiation.

But before we get started, I want to tell you one more time about Outbound Cards.

It's my secret weapon for standing out in the crowd.

And you can try Outbound Cards for free at Outboundcards.com.

That's Outbound Cards.com.

Just click the button that says send your first card free.

Now here's episode seven of my conversation with Lesz on Sales Differentiation. Music You talk about personal value differentiation.

What exactly does that mean?

You wrote a book on the subject.

So we've talked about sales differentiation in what you sell, how you sell.

And within how you sell, there's a segment around personal value differentiation.

Every person, every person, whether you've been selling a year or 25 years has personal value, meaning that if I select your company to buy from, I get you.

You're part of the package.

The question is, what is the value that you personally bring to the table that makes a buyer say,

boy, I want to work with this company because I get Jeb. And I find that salespeople, they have

that personal value differentiation, but they haven't crystallized it and positioned it in a

meaningful way so that it works for them and help someone see,

boy, I got to buy from this company because I want Jeb.

So it falls in different buckets.

Expertise.

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