This is the Sales Gravy podcast.

I'm Jeb Blunt, best-selling 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.

This episode of Sales Gravy is sponsored by Salesgravey University.

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For a limited time, you can try Salesgrave University for free. That's free. No catch,

no cost, no kidding. Just go to Goals.Salesgravey.com. That's Goals.com to take my free comprehensive goal planning course for salespeople. This course includes videos, workbooks, and everything

that you'll need to build an effective goal

plan to help you reach your dreams. This is the second installment of my conversation with Lee

Saul's on how to differentiate yourself in the hyper-competitive marketplace.

So before we jump into what salespeople need to do, in order to differentiate,

let's talk about what they do that keeps them from differentiating, the biggest mistakes that they make in the process of creating sales differentiation.

Yeah, well, the first thing is waiting until price becomes an issue.

So all of a sudden they get the proposal and the buyer says, you're 20% higher than the

competition.

Oh, let me tell you why we're different.

Ships already sailed.

You're done.

So when it comes to sales differentiation,

you can't be too early, but you can be too late. And waiting for price to become an issue is

definitely an example of being too late. And along those same lines is I find salespeople when

someone box at their price, you know, they looked at 20% and, you know,

...