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7 Sales Techniques To Differentiate You From The Competition
You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves. When selling there are three principle things you can differentiate: You, your products, and your company. My observation is that most sales representatives do an adequate job of differentiating their products and their company. They neglect, however, to develop a personal brand. Before a customer considers buying your products, they must buy you. Here are seven ways to separate you from the competition: 1. Your appearance matters. Look the part because your appearance influences your image. You are walking billboard and how you look is what your prospects see first. Belts and shoes should be the same color. Shoes and shoe heels should be shined - every day. When it comes to your wardrobe buy less and spend more. 2. Prepare an effective e-mail signature. Your e-mail signature of course should include your name, a keyword a short phrase - describing your expertise, a telephone number, and your web site. Also periodically include a P.S. and a P.P.S. to emphasize new product introductions, special sales, and special events. In this way, every email provides a branding and promotional opportunity for you. 3. Getting people to return your telephone calls is challenging for everyone. Using a different approach can make all the difference in the world. Mike, a client, shared this with me and it's guaranteed to be different. If someone very important is not returning your telephone calls use this approach. Buy a coffee mug and print these words on the mug. "Let's talk business over a cup of coffee." Put a packet of Starbucks coffee into the mug and include a note with your business card and the times you'll be available to take his telephone call. 4. Here's a business card idea. Why are business cards printed one side? Use the blank side of your business to differentiate yourself. You can stamp an inspirational quote. You can stamp the 7 reasons why customers like doing business with you. Use red ink to make it stand out. 5. This is a small tip though it's an effective one. Most promotional literature is produced on standard size 81/2" X 11" paper. Since most people are overwhelmed by the amount of work on their desk - they simply create stacks of sales rep literature. Go to an Office Depot and buy brightly colored 9 X 12 paper. Affix your literature to the 9 X 12 paper and it will standout in any stack of literature. Use the open space on the colored paper to write a note, a reminder, or even your phone number. 6. Visibility is more important than ability. Every contact counts. Develop a (one-two-three) follow-up system every time you meet and/or talk to a new prospect. Here's my recommendation - within 24 hours send an e-mail, within 72 hours send a handwritten note, within 10 days send a handwritten note with an article to your prospect. Within two weeks you have a total of four exposures with your new prospect. Now that's impressive.
Being boring, bland, and benign won't cut it in today's very competitive marketplace. If you want to make a difference you have to be different. Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com
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Coaching Acquired Expertise: Attitude and Confidence "I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested." The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the product well, and the sale completed. 5 Powerful Tips To Persuasion! Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We all need the support and cooperation of others in helping us reach our own personal goals. The saying that "no man is an Island" is an undeniable truth. Are You Doing What It Takes To Win More Sales What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales? How to Spellbind Your Prospects in 10 Seconds! You've got yourself 10 seconds to HOOK your prospects or LOSE them! More Customers! Less Work! Wouldn't it be nice if there were an inexpensive method for creating more customers? There is! How to Sound Just Like a Salesperson Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?" Growing Sales Through Creating Connections Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer - NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. Like It or Not... You?re in SALES! Mention the word sales or salesman and two out of three people get a little clammy under the skin. "I hate sales people and I could never do what they do!" is what many say at the mere thought of having to sell something. How wrong they are. Knowledge is Power in Auto Detailing Sales The most important thing for an auto detailer to do is to gain expert industry knowledge. Since auto detailing sales have a lot to do with educating the consumer, it pays to understand the industry. So let's start with the types of waxes used on cars, boats, aircraft and recreational vehicles. There are many types of waxes and all have different properties, come from different places and must be used slightly differently to get the expected results. Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain. How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale! Follow this story... The Processionary Caterpillar Syndrome Costs You Sales? Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge.com/personalCoaching.htm ) have until the coaching sessions have failed to move beyond an intellectual understanding of sound selling principles. Do you have the processionary caterpillar syndrome? Visual Science of Selling Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. This observation makes the Internet the biggest opportunity to sell. It's been said that information is king, but in the world of the Internet, it's image. Here the visual presentations are the most usual method to promote your product/service. According to web development tools you have at your disposal photos, images, animations, movies to enhance your marketing strategies and create a professional sale system There are thousands of authors out there teaching sales people on how to turn more prospects into customers, how to increase their sales, and convince people to buy. Almost all of their books state that creating an image of your product is the best thing you must do and this is nothing else but to recognize the importance of visual methods in sales process. Here are some 'visual' tips that salespeople may use effectively in selling their products Use images in your website. An image values more than a thousand words. Take care to not overload your web site with high tech gadgets. They can create a slow loading web page and distract people away from your offer. Is the Sales Funnel Dead? Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service? Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now If you have problem attracting new customers, the sales marketing secrets that I am going to reveal to you below will make you smile all day. Value Add Negotiating for Sales Professionals Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laboratories. Unfortunately, you are usually able to obtain only about 30% of this business. The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She did not want to go to bed, of that she was certain. Humanize the Sales Process Q & A A Sale in 30 Seconds? Its all in the Greeting It has been said that a customer makes a decision to buy within the first 30 seconds of their experience at a retail store. That means that as a salesperson, you must create an environment that is comfortable for your customer and conducive to making a sale, all within 30 seconds of their arrival. Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In fact, it works exactly the same way, through the limbic system.
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