2. Avoiding the Traps of Self-Commoditization: Challenge Your Assumptions and Set Yourself Apart

  1. Jeff Thull

Published Online: 18 NOV 2011

DOI: 10.1002/9781118258019.ch2

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition

How to Cite

Thull, J. (2010) Avoiding the Traps of Self-Commoditization: Challenge Your Assumptions and Set Yourself Apart, in Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118258019.ch2

Publication History

  1. Published Online: 18 NOV 2011
  2. Published Print: 22 FEB 2010

ISBN Information

Print ISBN: 9780470533116

Online ISBN: 9781118258019

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Keywords:

  • self-commoditization;
  • customers;
  • sales professionals;
  • selling environment;
  • level of comprehension

Summary

This chapter contains sections titled:

  • Assumption #1: The Decision Trap

  • Assumption #2: The Comprehension Trap

  • Assumption #3: The Presentation Trap

  • Assumption #4: The Adversarial Trap

  • Systematic Self-Sabotage