Professionals Understand “Different”
I have been often asked what sets the supersellers apart from the above average and average salespeople, and mostly I answer that question this way.
If I could show you a way you could bridge that gap within days or weeks without learning new sales or closing techniques, what would you say?
Some will sit there pondering what I’ve said. Others show doubt on their face. Others just scratch their heads in disbelief. And yet other say, I don’t get it, is that possible? But mostly, almost everyone doesn’t understand how that could be possible.
So let me share with you what I had shared with them in my sales training modules over the years.
I simply told them you need to be different and you will stand out immediately, and within days or weeks your being different will set you above most of the other salespeople within your company, or your industry, or even your region. In fact most savvy real estate people have been doing this for years.
So be different, and go out of your way to be different.
You may choose to talk different, because the rule of thumb is – talking different usually pays better too. Yes pays better, because you stand out and those that stand out usually close more sales. Keep that in mind because it works.
You could apply a selling style that’s different from your competition. Or you could do other things that are radically different. But ensure when you do that that, you do it tastefully – because otherwise it could back-fire on you.
And be sure what you’re presenting stands out from what competition has to offer. Done properly, it won’t take long for you to recognize the differences and point them out.
Or you could choose to develop a signature way to start, or present or end every sales call.
And you may even choose stand-out stationary, or business cards or give-away folders. A friend of mine hands out personally branded USB memory sticks.
Whenever you sell an exclusive product, tell them that, and immediately what you’re selling will be seen to be different from your competition.
And don’t ever focus on the similarities among you and your competitors. Instead, always concentrate on the differences. That in itself will always pay dividends.
And also do different. Learn to do things in a different way. Because there are a bunch of other things you could do to make you appear different. It may be the colour theme you choose for your stationary, or your building, or vehicles or even your office fit-out.
Now as a final thought. Any time you learn something you should always ask yourself what you would do different because of what you’ve learned! But before you take any step in a different direction, do your research first.
But above all, work at being different in everything you do from this point onwards.
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