The world you and I sell in is not only competitive, it becomes more and more competitive each day.

The challenge with that, is that it becomes more and more confusing for the buyer and, oftentimes, they make the WRONG decision.

So how do we help them make the right decision?

By throwing in an “orange” while providing our prospects with an “apples to apples” comparison.

An “orange” is something that we do, above and beyond our competitors.

It could be features and benefits of our products/services.

Response time.

Guarantee/Warranty

Amazing Support

There are actually lots of “oranges” that we could consider throwing into the equation but;

There’s one that is hardly EVER offered.

YOU!

YOU are the one who makes the relationship work.

YOU are the one who guides the customer.

YOU are the one who becomes the customer’s advocate.

YOU are the one who brings meaning to ALL the bells and whistles of your offering.

YOU are the proverbial “orange”that disrupts the sh*t out of an “apples to apples” comparison.

Here are a few ways to offer a side order of “YOU”;

When you submit a proposal, start including YOUR bio sheet. If you have the experience, then start wearing it on your sleeve baby!

On that bio sheet, include testimonials that not only mention the company, include testimonials that mention YOU.

Including the testimonials on your bio, shows that all that awesome experience is actually making a difference.

Time Out: How many proposals do you think your prospect has received where the rep included their bio? Exactly!

While you’re at it, send your prospect a LinkedIn invite.

Why?

Because last time I checked, our LinkedIn profile is a form of a bio and if that profile contains recommendations and endorsements, well that’s another opportunity to show your awesomeness.

Whenever appropriate, give examples of how YOU help your clients with their challenges and opportunities.

And just to be clear, we’re not turning the vetting process into a glorified YOU FEST;

We’re simply bringing something front and center that we haven’t been utilizing enough;

YOU!

How To Sell To The UNDECIDED Prospect

When a potential client is undecided . . .

You DON’T want to appear desperate and you certainly DON’T want to become a newly anointed pain in someone’s ass!

What do you do?

Call to “check in”. . . REALLY?

Call to “Follow up”? Give me a break!

Give them a “gentle nudge” . . . Like they aren’t already bruised from all the other “gentle nudges” you’ve inflicted?

Instead, you might want to join us for our How To Close The Undecided Prospect webinar, on December 1st.

Here’s what you’ll discover;

First, I’m going to be a good coach and show you how to reduce the probability of being in this situation again by showing you;

• How to get in front of people who have a much higher degree of URGENCY to make a change in the first place.
• Getting the right people into your meetings. My definition of the “right” people might shock you!

Then, we’re going to discuss . . .

• How to disqualify your competitors from the running WITHOUT badmouthing them.
• How to emotionally charge up your prospects so they have complete buy in to making a change NOW!
• How to keep your prospect completely engaged, between meetings and your deal moving forward!
• How to create a communication plan so you avoid any of that lame “Calling to check in” BS.
• What to do when your prospect goes silent.

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

Bonus eBook (Sent The Following Week)

What’s The Investment?

$99