Description:
We all want to believe that we do a better job than anyone else, that no one else can compare. And while confidence is an important part of succeeding in sales, it isn’t true. A company’s success is largely based on its ability to articulate and execute why it is DIFFERENT and BETTER than the competition. Being “better” than someone else won’t get you very far. It might just make you feel good in the short-term. And assuming that your competitor will never “catch up” to you is a dangerous game to play. If you bring this down to the salesperson’s level, those that tend to succeed are skillful at catching their prospect’s attention. They offer information. They send a ‘thank you’ note. They think ahead. On the flip side, the average low-performing salesperson requests information and time from their prospect (rather than offering it), avoids sending a handwritten thank you note (because that would “take too long”), and thinks on the fly (rather than thinking ahead). Successful salespeople seek to be different, not just ‘better’. Because being different makes them better (i.e. more successful) in the long run. We were curious about how our fellow sales pros thought about differentiation at the salesperson’s level, so we asked a few experts this question: “What is ONE way a salesperson can differentiate him or herself from their competition?” http://www.salesengine.com/sales/differentiate-yourself-from-the-competition-15-sales-experts-share-how/