Everyone wants to work with a winner.
Key differentiation is YOU. What do you do that is unique?
If you're not sure, ask your best customers why they work with you specifically when they could work with those others in your market.
You have to be able to communicate specifically how you or your product/service has *helped save money or *improved processes/streamlined or *saved time (which costs money)
You have to STOP going on about your company/service/product as bells and whistles. You will sound like every other person out there trying to get an appointment or to the next level with that prospect.
EVERYONE has the best product/service/company out there believe it or not? Yet what they don't have is YOU. Think about:
1. When have you gone the extra mile for a customer and they prefusely thanked you?
2. How did you help them solve a big problem?
3. What traits do you have that they say they can't get from anyone else?
If you rely on your organization to conclude the sale after you hook them, this is going to be more difficult to answer.
Realistically, if you move between companies, a client may not follow you because the service/product they were getting is being met by the initial organization that you sold them on.
You can't assume they will follow you because you were the reason they started with your company to begin with. However, you can increase your chances that if something goes wrong, you will be the next person they will call.
I have tried to position myself as "the go to gal". Even if its not a service/product I personally sell, I position myself that if I can't do it, I will help them as best as I can.
People can sniff out sales folk that want a sale from those who want to help them succeed.
How you position YOU, is up to YOU!
Key differentiation is YOU. What do you do that is unique?
If you're not sure, ask your best customers why they work with you specifically when they could work with those others in your market.
You have to be able to communicate specifically how you or your product/service has *helped save money or *improved processes/streamlined or *saved time (which costs money)
You have to STOP going on about your company/service/product as bells and whistles. You will sound like every other person out there trying to get an appointment or to the next level with that prospect.
EVERYONE has the best product/service/company out there believe it or not? Yet what they don't have is YOU. Think about:
1. When have you gone the extra mile for a customer and they prefusely thanked you?
2. How did you help them solve a big problem?
3. What traits do you have that they say they can't get from anyone else?
If you rely on your organization to conclude the sale after you hook them, this is going to be more difficult to answer.
Realistically, if you move between companies, a client may not follow you because the service/product they were getting is being met by the initial organization that you sold them on.
You can't assume they will follow you because you were the reason they started with your company to begin with. However, you can increase your chances that if something goes wrong, you will be the next person they will call.
I have tried to position myself as "the go to gal". Even if its not a service/product I personally sell, I position myself that if I can't do it, I will help them as best as I can.
People can sniff out sales folk that want a sale from those who want to help them succeed.
How you position YOU, is up to YOU!
Especially if your product line is hard to distinguish from competitors, try this close when someone asks, "What do I get that is really different from what I'm getting now?"
ReplyDeleteResponse: ME
I know a sales rep who used this response, he got the prospect to laugh, and he closed a $5 million investment sale.