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I get many calls and emails asking for help – and that’s good! One of the things I’ve observed over the years is that most salespeople, when they’re struggling some, don’t know why they’re struggling. I thought that today I would share my simple formula for helping salespeople discover where in their selling process the problem is hiding.

I spent much of Saturday and Sunday of this past weekend pitching to our five-year old son, who is just nuts over baseball. He not only wants to improve so he can hit more home runs, but he just plain loves playing.

One of the topics being discussed in my Understanding the Sales Force Blog this week was how often the reason for the prospect’s inability to make a decision is because of the solution we presented.

In the wake of a recent article by the authors of Provocative Selling in the Harvard Business Review an attendee challenged me to defend Baseline Selling. Since it was in the HBR, this attendee believed it had to be the better way to sell.

Especially in the current economy, one danger of selling to price conscious companies or consumers is the potential for being commoditized. If your prospect has already decided that they will buy, and the only decision they must make is who they will choose to buy from, then the “why me?” nature of your sales call will, by default, commoditize you. How can you more effectively differentiate yourself?