Well, for starters, the easiest way to standout, as a professional sales
representative, is not to blend in with everybody else, namely your
competition.
Don't be too quick to pooh-pooh this idea. Think back to when you were a
kid. Did you go out of your way to be different from the other kids in your
neighborhood?
Probably not - the goal was to blend in, to be accepted, to fit in with your
friends. You didn't want to be a nerd you wanted to be in the herd!
Unless you got whacked on the side of your head as you were growing up -
the desire to blend in, could be still with you.
You can easily standout with your customers as soon as you go out of your
way to be different.
Here is the simple logic. Being different is the first step to being perceived
as being better! Different is always better.
It's a simple truth - just accept it!
Pity the poor customer. Every new sales person he meets automatically
begins salivating and drooling for all of his business.
Here's a big sales tip for you. You don't have to attempt to get all the
business with your prospect - 1% will suffice. Imagine the look on your
prospect/customer's face, when you say, at the appropriate time, "I know
you have good suppliers. Just give me 1% of your business and give me
an opportunity to earn the rest."
Good Golly Miss Molly - I bet you'll get his attention with that one!
Here's another practical sales tip for you. You don't have to be twice as
good as your best competitor to beat him. Being 1% better will suffice.
Consider these two numbers - 68.75 69.71. The difference between these
two numbers is very small. Yet the impact is huge.
In 2006 Jim Furyk had a fourth round scoring average of 69.71. In the
same year Tiger Woods achieved a fourth round scoring average of 68.75.
The small difference in scoring averages was the difference between first
place and second place on the PGA Tour in 2006.
You can standout as soon as you step up and try to be different.
If you like the concept, but need some ideas here are two resources for you:
1. You can order a copy of Peter Montoya's 2003 book titled, "The Brand
Called You." It's a text book on the subject.
Or
2. You can order a copy of my classic CD - 35 Ways To Differentiate
Yourself In A Competitive Market. It's 43:31 minutes long and is devoted to
the art of personal differentiation.
Go here: http://tinyurl.com/ysj2qc
Think of this option as sales training on steroids!
Use this link to sign-up for Jim's F-R-E-E Knockout Selling Tips
Newsletter and to get your copy of his Special Report titled,
"The 12 Dumbest Things Salespeople Do."
http://www.meisenheimer.com
How To Stand-out With Your Customers - To learn more about this author, visit Jim Meisenheimer's Website.
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