Before selling others, you first have to sell yourself.
-Brian Sullivan

Do you know what makes you so good? If somebody asked you right now to tell them why you or your company is worth more than your competitor, could you tell them precisely and confidently? While most salespeople and businesses believe they are worth every penny and certainly worth more than the competition, most cannot articulate what makes them better. Because they often have not spent time thinking about it.

Today, take 15 minutes at your desk and make a list of what makes your offering so special. Is it your knowledge, follow-up, listening skills, or creativity? Whatever it is, write it all down. Then dig deeper. Be specific in each area. What knowledge do you have that’s different? How quickly do you follow-up? What do you listen for? How does your creativity benefit others? And once your list is done, ask yourself, “Would my competitors list look like this?” If so, you better change your list or do a better of identifying EXACTLY why you can do those things better.

By making this list and then putting it into a repeatable “script,” you will be better prepared the next time a prospect asks you, “Why should I do business with you.” And rather than spewing out the same lame, “We specialize in service blah blah blah,” you will instead fire off your specific sales value in a way that leaves them better understanding why they NEED to spend money with you.

Want to turn your salesforce into Sales Weapons? Go to sellhardplayhard.com to learn about the PRECISE Selling Performance Camp on June 11 in KC. To find out more about Brian’s sales and leadership programs, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com

  • Share/Bookmark