As soon as you learn how to differentiate yourself, your sales will skyrocket. Learn why it's important to stand-out and avoid blending in.
Well, for starters, the easiest way to standout, as a professional sales representative, is not to blend in with everybody else, namely your competition.
Don't be too quick to pooh-pooh this idea. Think back to when you were a kid. Did you go out of your way to be different from the other kids in your neighborhood?
Probably not - the goal was to blend in, to be accepted, to fit in with your friends. You didn't want to be a nerd you wanted to be in the herd!
Unless you got whacked on the side of your head as you were growing up - the desire to blend in, could be still with you.
You can easily standout with your customers as soon as you go out of your way to be different.
Here is the simple logic. Being different is the first step to being perceived as being better! Different is always better.
It's a simple truth - just accept it!
Pity the poor customer. Every new sales person he meets automatically begins salivating and drooling for all of his business.
Here's a big sales tip for you. You don't have to attempt to get all the business with your prospect - 1% will suffice. Imagine the look on your prospect/customer's face, when you say, at the appropriate time, "I know you have good suppliers. Just give me 1% of your business and give me an opportunity to earn the rest."
Good Golly Miss Molly - I bet you'll get his attention with that one!
Here's another practical sales tip for you. You don't have to be twice as good as your best competitor to beat him. Being 1% better will suffice. Consider these two numbers - 68.75 69.71. The difference between these two numbers is very small. Yet the impact is huge.
In 2006 Jim Furyk had a fourth round scoring average of 69.71. In the same year Tiger Woods achieved a fourth round scoring average of 68.75.
The small difference in scoring averages was the difference between first place and second place on the PGA Tour in 2006.
You can standout as soon as you step up and try to be different.
If you like the concept, but need some ideas here are two resources for you:
1. You can order a copy of Peter Montoya's 2003 book titled, "The Brand Called You." It's a text book on the subject.
Or
2. You can order a copy of my classic CD - 35 Ways To Differentiate Yourself In A Competitive Market. It's 43:31 minutes long and is devoted to the art of personal differentiation.
Go here: http://tinyurl.com/ysj2qc
Think of this option as sales training on steroids!
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