How can I be different from other salespeople?

How can I be different from other salespeople?

Motivation | Productivity

Most salespeople are under the false perception that if their product is better, then customers will perceive them as prominent from others.

And they are wrong.

The first key differentiator is you, the salesperson.

You differentiate yourself from others by the questions that you ask, the ideas that you bring into the room, and how well you communicate them.

  • You differentiate yourself from the others by being more prepared than the other guy. 
  • You differentiate yourself from the others by being more engaging than the other guy.
  • You differentiate yourself from the others by asking better questions than the other guy.
  • You differentiate yourself from the others by having a deeper belief system than the other guy.
  • You differentiate yourself from the others by providing more perceived value than the other guy. 
  • You differentiate yourself from the others by the creative ideas you present that are better than the other guy. 
  • You differentiate yourself from the others by being a better communicator than the other guy. 
  • You differentiate yourself from the others by being more enthusiastic than the other guy.

The reality is most products are perceived as the same. 

The reality is most companies are perceived as the same. 

The reality is most salespeople are perceived as the same. 

If you want to make a difference, it’s the questions you ask that your competition does not ask. It’s the ideas that you bring into the sales presentation that make the customer say “WOW,” or at least think it. 

CONCLUSION: The reality is there’s no difference between you and the competition unless your customer or your prospect perceives a difference. And that perception is based 80% on the salesperson’s performance and attitude. The reality is – the key differentiator is YOU.

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