I was finishing up a book recently by Dan Kennedy where he referenced an interesting scene from Boardwalk Empire.

Hardeen Houdini (Harry’s Brother) was talking with some people at a cocktail party when they asked him about his brother’s famous escape from a straight jacket, while being suspended, upside down, several stories in the air.

Hardeen becomes a bit irritated and responds “It’s the same trick that I just performed on stage!”

It’s funny how the same trick, performed differently . . . get’s a different response!

One person performed it with showmanship and the other . . .

The way everyone else did it!

I’m wondering if there’s a lesson in that for us?

The challenge, when we do the same things every day, is that we become used to it and automatically assume that our prospects find value and interest in what we’re saying.

The other challenge, is that more often than not, we sound identical to the other sales reps trying to get that person’s business.

In the absence of a clearly articulated (and demonstrated) difference, your prospect will default to price or worse yet . . .

The status quo!

Email me for speaking engagement rates and availability.