Everyone in sales wants to stand out from their competition for one simple reason—when you are perceived as similar to all other sales people, you are perceived as valueless. In this market, if we don’t show value, we are broke. Here are simple tips to stand out from the competition:
1. No More Pitching: Most sales people are jumping immediately into their pitch at the beginning of a prospecting meeting. Prospects don’t need a pitch, they need your help to identify whether your product or service is in fact a good fit for their challenges. Rather than starting a sales meeting with a pitch, seek to understand what challenges the prospect is facing.
2. Get Rid of the Enthusiasm: Have you ever walked into a store only to have the sales person say, “Hi! How can I help you!?!?!?!”
It’s annoying and insincere. The reality is that old school sales training has been teaching sales people to be super-duper enthusiastic. But, after 80 years of that same played-out technique, prospects have caught on to the shtick. Rather than being enthusiastic, stand out from your competition by just being genuinely interested in helping the prospect.
3. Quit Persuading: Persuasion is the number one most common term used in the past 80 years of sales training literature. Every sales person is out there trying their best to persuade prospects to work with them. When you start persuading prospects, you instantly look like every other sales person out there. Plus, the other problem with persuasion is that it assumes that a prospect is the right fit for you—rather, ask good questions to understand if there is, in fact, a fit.
Remember, when we are perceived as similar to other sales people, our value to the prospect plummets. Use these three simple tips to stand out from the competition prospect after prospect.
What is one strategy you use to stand out from your competition? Please share below.
Written by Marc Wayshak, author of the book Game Plan Selling and a sales trainer in Boston.