It’s been said that some people believe that companies with great products have great salespeople and companies with low quality products have low quality salespeople. This may seem kind of harsh but I believe that there is a point to be made. I believe that good salespeople contribute to what makes a good product great and the lower end of salespeople are what makes what they sell not so good.
Most salespeople are not selling simple products anymore. Salespeople now a days are selling more complex “products” such as solutions or something that can’t really be measured. So in a way prospects are buying you.
The first way you can differentiate yourself is by improving the foundational attributes that make up success and professionalism in business and sales. Create a list of attributes that you possess that make you different from other salespeople. Then make another list that shows the attributes you need to improve on.
The second way you can differentiate yourself is by focusing more on meaning and value rather than product and service. Instead of selling the “what and now” focus on selling the “why”. Then try and convey a story that illustrates the unique values that your company has to offer.
The third and final way to differentiate yourself is by putting it all together. Take the attributes that differentiate yourself and start asking questions like what are your values? Or what are your stories and what experiences have provided you with your unique worldview?
So next time you think about how you might want to differentiate yourself from other salespeople try using one of these three tips.
BoweryJE22
I really appreciate your third tip on differentiating yourself, as it really personalizes the sales process. We talk a lot about asking questions and listening to the customer, but if you’re looking to build long lasting relationships you also cannot overlook the importance of the bonding and rapport. This means that it is important for you to know yourself well and know how to use your specific values and views to connect with the person (or people) in front of you.
Good post. It is vital to to understand that sales has morphed into a service-oriented profession. Getting to “why” is what will make a person successful in this industry.
Great post, I loved the mention of using third party stories, that’s definitely a Sander Rule!