...what Makes You Better
Below is a MRR and PLR article in category Internet Business -> subcategory Web Hosting.
What Makes You Stand Out?
Navigating the Tough Sales Question
Salespeople often face challenging questions during sales calls, like "Why should I buy from your company?" or "What sets you apart?" These inquiries are common, and many sales professionals have spent significant time mastering their responses at "Product Knowledge U." However, providing a straightforward answer may not always give you the upper hand and can even put you on the defensive.
Rethink Your Approach
Consider this: directly answering questions like these can make you sound like every other salesperson, blending you into a sea of sameness. Prospects may perceive your answers as typical sales pitches, often met with skepticism.
The context of the question is crucial. Are they currently purchasing a similar product from someone else? Is it something they’ve bought before, or is it entirely new to them? Understanding the situation will guide your response. Instead of directly answering, try asking, "I'd be happy to discuss that, but first, I'm curious?"have you used this type of product before or are you currently buying it?"
Gather Valuable Information
If they have experience with the product, find out what they’ve used before. If they’re seeking change, ask, "What would you like to see differently?" This gives you valuable insights to tailor your offer or determine if you can meet their needs. Sharing too much information upfront could allow them to compare you to competitors, reducing your uniqueness.
Use Questions Strategically
Often, the best way to respond to a question is by asking another. Instead of answering directly, try asking:
- "Is there something specific you were hoping to improve?"
- "If we could provide something unique or better, what would you be looking for?"
These questions allow you to uncover precisely what the prospect seeks, enabling you to craft a response that resonates with them.
Build a Productive Dialogue
Responding with questions requires courage and emotional control, but it can dramatically change the dynamic with your prospect. By not immediately answering, you gain valuable insights, helping you position yourself effectively and make more successful sales.
Embrace this approach?"it shifts the conversation and uncovers the information you need to truly differentiate yourself. By breaking away from the conventional script, you stand out and address the customer's actual desires.
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