For all of you that attended Andy’s speech in Vilnius, Lithuania, here are some of the highlights and some links to learn more about how to be more of a Stand Out Salesperson, rather than a ‘standard’ salesperson.
Remember my story about my friend buying the car? He was going to buy his next car from the local car garage – because he ‘knows them’. He’s not friends with the owners. He doesn’t know the salespeople, or anyone else that works there. He hasn’t checked their website or social media for reviews, nor has he heard from a friend about whether they are any good or not!
He’s simply going to buy from them because he ‘knows them’ – he walks past their car garage every day when he goes to buy his lunch!
How can you and your team get prospects more ‘familiar’ with you, your company, and your products and services?
Remember ‘if you’re not first, you’re last?’. If you’re not first in responding to a sales enquiry, you might as well be last! The one who responds first has the chance to shape the sales opportunity! And they have the advantage!
And in New Business sales, if you don’t win the business, you get nothing! No Silver medal for ‘2nd best’. Or bronze medal for ‘3rd best’. 2nd place in sales is ‘first loser!’;-)
How relevant are you to your prospects? Do they see you as a specialist in their industry? Or someone that definitely has the solution to their problem? Are they trying to drive you down on price, or are they willing to pay more to work with you?
Do you have specific lists of testimonials/case studies for the main industries you work in? Current clients that would happily take a phone call from one your prospects, to say how good you were, and how easy it was to work with you?
How quickly can you get these, if not?