You know, when your product is now being offered by too many vendors without any clear differences
How do you approach selling when your product has become a commodity
20
braintank
Politicker
8
Enterprise Account Executive
For commodities best price wins.
salesdetroit
Politicker
0
Director
I only half agree here. For small/medium businesses, that’s likely true. But when you’re working enterprise/major accounts, they are looking for more than just the lowest price.
Sunbunny31
Politicker
4
Sr Sales Executive 🐰
Yeah, if you're not developing your solution so that there are differentiators, you're going to end up selling a commodity. Is this a case of lack of leadership/vision?
ChumpChange
Politicker
3
Channel Manager
Race to the bottom. Price and haggle like your life depends on it.
ChickenDinner
Politicker
3
Account Executive
Agree with the other things said. Focus on your controllables, you can't control how cool or uncool your product is. But also you need to make the sales experience a differentiator. Sometimes that is what tips the scales, having a memorable, efficient, and delightful experience with the sales rep
TennisandSales
Politicker
2
Head Of Sales
BEEN THERE!!!
if there truly is no differentiator, then you need to find a new place to work. This will hurt your career.
I was in that world for 2 years and it SUCKED.
but you have to make sure you really understand why ppl buy from you and if there is something you are missing.
if there truly is no differentiator, then you need to find a new place to work. This will hurt your career.
I was in that world for 2 years and it SUCKED.
but you have to make sure you really understand why ppl buy from you and if there is something you are missing.
Saleszilla
Opinionated
1
Sales Manager
One of the product sets we sell can be considered a commodity. We have an established brand so that helps but the one difference that has helped me the most is inventory. I have been able to change customers to us because we had what they needed when they needed it.
Kosta_Konfucius
Politicker
1
Sales Rep
Meet with current customers who switched from a competitor and ask why they switched? Once you get an answer other than price, there is your story!
Is there anything your company does somewhat differently? Better customer service?
Or anything points towards better service? Highest % of renewal or return customers?
Is there anything your company does somewhat differently? Better customer service?
Or anything points towards better service? Highest % of renewal or return customers?
JustGonnaSendIt
Politicker
1
Burn Towns, Get Money
Go sell something else lol.
Race to the bottom on price means that the AE's role is pretty low-value.
Race to the bottom on price means that the AE's role is pretty low-value.
salesdetroit
Politicker
1
Director
When you can’t influence the product, focus on the experience. I’ve been there and managed to win time and time again by being proactive in communications, transparent about the product/industry, etc. If the products are essentially the same and the prices are relatively close, it pushes the client to buy from the people they’d rather do business with.
CuriousFox
WR Officer
1
🦊
Price slashing.
MCP
Valued Contributor
1
Sales Director
Price is critical, but people will buy from people in this case too. I’ve done quite well selling IT commodities simply because I was able to add value through my IP and I advocated for my clients to get preferential treatment.
SoccerandSales
Big Shot
0
Account Executive
If there legitimately are no clear differences in functionality, price, results, etc, probably best to look for a move. Can only signify bad things to come
antiASKHOLE
Tycoon
0
Bravado's Resident Asshole
price and relative quality
SADNESSLieutenant
Politicker
0
Officer of ♥️
More activity, more concessions, adjusting things besides price and product like contract terms, service hours, etc.
EQSales
Opinionated
0
VP of Sales
understand your ICP and how your company/product is uniquely differentiated to solve what that persona cares about. understand pricing in the market. then use metrics to show a business case and align to how your product can uniquely solve the business case. price higher but not too high above competition, defend with business case
basically the gist
basically the gist
PhlipOut
Politicker
0
Account Executive
you leave
jefe
Arsonist
0
🍁
Never been there. But it will come down to price.
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18 comments