3 Ways On How To Differentiate Yourself as A Salesperson
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3 Ways On How To Differentiate Yourself as A Salesperson Transcript:
CHRIS HAMILTON:
I think a lot of people have a tough time figuring out what the key differences are between themselves and their competitors.
STEVE SCHIFFMAN:
Yes …
CHRIS HAMILTON:
What would you recommend to somebody? How should they determine what those differences are?
STEVE SCHIFFMAN:
Most salespeople don’t know how to do that. They don’t know how to separate themselves out. There are three things I tell them they have to do.
First, they have to have insight into the customer or the prospect. They have to understand what that customer is looking for or thinking about.
Second, they have to be innovative in their approach. That means they really do have to separate themselves from everyone else. Now, I don’t mean they should wear a funny, green hat. But are you coming across differently than the other guy — the competition — or are you just doing the same thing he’s doing?
The last is the most important. Salespeople today need to be bold. That’s B-O-L-D. They need to be firm. They need to make a commitment. And they need to be able to say at the end, “This is why it works and this is why it works better.” They’re afraid to say that. They’re afraid to say, “I’ve got something that really is better than what you’re using now.”
The reason they’re afraid to say that is because we’ve been taught never to knock the competition. The reality is you are better — or you shouldn’t be in the business.
You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close
Or clicking on the image below.
You can connect with Steve at his website www.steveschiffman.com
