Life is not fair. The world of selling is not fair, either. Look around and you will see that the salesperson with the best product doesn’t always win the sale. Likewise, the seller with the most integrity, or who provides the best service after the sale, offers the highest quality, or negotiates the best deal, is no longer guaranteed to win.
“If life was fair, there would be statues of pigeons in our national parks, and dead army generals would periodically come by and poop on them!”
It’s because every salesperson claims to have the best deal, the best service after the sale, and the highest quality. As a result, customers are quick to commoditize these similar-sounding claims of greatness, and instead, gravitate toward products, companies, and salespersons who can differentiate themselves in some way.
So, what are you doing to differentiate yourself, your products, and the company you represent?
In It Only Takes 1% to Have a Competitive Edge in Sales, I build on the concepts of Question Based Selling with a compilation of strategies and techniques you can use to differentiate yourself from the rest of the ‘noise’ in the marketplace. And, because most sales are won or lost by very small margins, you simply need an edge—a differentiable advantage that will set you apart from everyone else.