That’s what your prospects would say if they were to voice what they are looking for in their next vendor. They are looking for something special that fits what is important to them and makes their day-to-day easier.
They wouldn’t be saying, “Tell me why the other guy is bad.” They don’t even care about the other guy.
Your prospect, no matter who it is, has a particular set of factors that are important to them as they make their buying decisions.
Generally, because we have narrowed our prospects down so well, we can guess several of them. But, here’s where I want you to hear me. When we are assuming, we can get a couple of things out of whack, and it can either slow our process or, in some cases, cause us to miss the sale altogether.
For example, if I own a restaurant, I assume good food is essential to everyone, so I tell them how good my food taste. But, maybe they already know the food is good. Perhaps a specific atmosphere is most important to them. If I spend so much time talking about the food, it can seem to them I’m not what they are looking for, I’m the same as everyone else, or worst of all, I’m nothing special, and there’s no reason to say yes.
Here’s how to show why you are unique and how to show them they are special too.
Ask what’s the most important factors in your decision when choosing a restaurant? Then listen!!! When you’ve heard the reply proceed to explain how your restaurant meets all the criteria and connect with them on what’s important.
Telling them why your the same before you hear what’s important to them will only sound like a commercial. Listening and responding based on why you and your product are unique and perfect for them, based on all the factors that were most important to them, will make saying yes easy.
Allow them to tell you what’s important. Tell them how you will take care of what’s important. You will be giving them something special—a clear path to a perfect solution that checks all their boxes.
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