#338: Distributor vs. Manufacturer: Your Value in the Process

The Advanced Selling Podcast

Nov 30, 2015•19 min

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Episode description

To buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Monday episode, inspired by a question from Greg.

Does the distributor truly add value to the chain? How does your prospect decide who to buy from when they have a choice?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan explore specific tactics you can use the strengthen your position (regardless of which side you’re on). They also offer language advice to help you communicate your value in the process to your prospects. You will learn how to have the “Why’s” behind the “What’s” and how to message your response so prospects understand what you provide that the others do not.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

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