Whether a prospect says it to your face, behind your back or simply thinks it, your offering is subject to . . .

How is this better?

What’s the difference between this and your competitor’s offering?

What’s the difference between this and simply doing nothing?

And perhaps even a “So what?” or three!

Here are 3 things you can do to get your prospect off the fence.

1)    Say It First: By far one of the most overlooked opportunities in sales. Take a good look at everything your product, service and even “YOU” do. Now, stop listening to that voice in your head that tells you “everyone does that” and consider telling it to your prospect! Why? Because everyone might, in fact do those things, but do they tell prospects about it? The concept here is that if you are the first one to make it an actual selling point.

Perhaps you can tell your prospect about the meticulous process used in creating your widget or the extensive training your tech team undergoes on a regular basis.

Note: Sometimes we get so caught up in trying to find huge differences to present, that we miss small differences along the way. Stack a few small differences on top of each other and they add up real quick!

2)    Say It Better: Think about all the intangibles you offer and then find a way to make them more tangible. Progressive Insurance does this brilliantly with all those boxes on the shelves representing their insurance products. Gold Star to NAPA Auto Parts for using a can that reads “NAPA Know How” to illustrate their extensive experience. And hats off to a sales manager I worked for who used to bring “props” to illustrate things like our insurance, our training, our quality.

Another way to say it better is to prove what you’re saying with “evidence”.

How about illustrating your selling points with a good story?

3)    Say It Exclusively: Is there something that only your company can say? Is there something unique about your product or service? Think hard . . . could there be even a tiny thing that only you can say that could make a difference?

I worked for a company who was the ONLY company who insured their franchise owners for 30 million.

I worked for a training company who was the only company at that time who had trained over 8 million participants.

I have a client who is the only one with a particular printing capability for 300 miles.

I saw an H&R Block ad that mentioned that they had serviced over 500 million people.

One final note about presenting a difference.

I’m not suggesting, for one minute that you spew these things like some leisure suit wearing power closer from the 70’s.

All of these techniques should be worked into a presentation that is addressing needs uncovered during your needs analysis.

Now get out there and demonstrate your difference!

The Deadline Is Here

If you’d like to join us for our How To Close MORE Deals webinar, tomorrow, March 9th, NOW is the time to register.

And if by chance you can’t make it, sign up anyway so you can receive the replay. View it any time during the next 60 days.

Here’s what you’ll discover during our time together;

• How to find higher probability prospects (You know, the ones who have a little something/something called “URGENCY”)
• How to get ALL of the stakeholders into your meetings without insulting the hell out of your contact.
• How to establish your authority and set the rules of engagement
• How to create an environment where your competitor is playing a more DEFENSIVE game instead of you
• 9 Insurance policies you need to take out on the front end to bring your deals seamlessly across the finish line
• How to handle the price objection without giving away the store
• How to handle the old “I need to run this by my boss” stall
• What to do when a prospect goes silent
• How to position yourself for a second chance when you’re told “No”

Here’s What You’ll Get . . .

(1) 90 Minute Webinar Packed With Actionable Tips.

Worksheets

Webinar Replay (Sent Later That Day)

2 Templates That Have Been Working Like A Charm For Me

What’s The Investment?

$99

Please click HERE to reserve your spot, and to take the first step to;

Closing MORE of the deals you’ve worked hard to create!