Author: Merit Khan
Don’t you just love when prospects ask you that question? – What Makes You Different? If you recognize the question as the true trap that it is, and you know how to deal with it, then you love it. If you don’t treat that question as the trap that it is, you’re toast. For […]
Don’t you just love when prospects ask you that question? – What Makes You Different? If you recognize the question as the true trap that it is, and you know how to deal with it, then you love it. If you don’t treat that question as the trap that it is, you’re toast.
For example…
Prospect: What makes you different?
Salesperson: Well, we really care about partnering with our clients and making sure we address the real issues.
Humm… could your competitor say that?
How about this one…
Prospect: What makes you different?
Salesperson: We offer a variety of pricing structures.
Or this one…
Prospect: What makes you different?
Salesperson: We offer service plans that are rated best in the industry.
And my favorite…
Prospect: What makes you different?
Salesperson: You get me!
If you think for one second your competition isn’t out there saying the exact same thing let me virtually smack you across the face and yell “Snap out of it!” right into your ear.
If you do exactly what your competition is doing… if you say what they say… news flash… YOU ARE NOT DIFFERENT.
Try this instead.
Prospect: What makes you different?
Salesperson: I’m not sure we are that different. What have you experienced so far that seems different to you?
Or this…
Prospect: What makes you different?
Salesperson: Maybe nothing. Has something I’ve done or said seem like a differentiator in your eyes?
Or maybe this…
Prospect: What makes you different?
Salesperson: I could tell you all the reasons why I think we’re different, but those would be my thoughts and what’s really important is why you think we’re different. Anything you see as something different from others you are considering?
Now, THAT is a different approach. You walk your talk.
Don’t just say you are different or better and then do exactly what the other guys are doing.
Be different. Be better. It starts with how you answer that simple question.
Written by: Merit Kahn, CEO of SELLect Sales Development, Emotional Intelligence Expert and Certified Speaking Professional.
Contact Us at WeSpeak Global and follow us on Twitter
The articles, video and images embedded on these pages are from various speakers and talent.
These remain the property of its owner and are not affiliated with or endorsed by WeSpeak Global.
As a keynote speaker on the topics of leadership, connection, resilience, and relationships, I’ve been spending a lot of time thinking about Choose Compassion Over Empathy over the past year and Why Leaders Must Choose Compassion Over Empathy. In fact, in my virtual presentations on personal connection, I quickly became aware of the buzzwords associated […]
Acceptance – Cave In or Lean In?: “When you argue with reality you lose – but only 100% of the time.” Byron Katie I love Katie’s words because they speak to the simple truth – we can’t change reality. Yet there are times in our lives when we don’t like or want the reality we […]
One of the most common buzzwords of 2022 on how to Create a Working Culture has to be the word ‘feedback’. My sense is that leaders and managers for the most part want to get better than this, and it could therefore be a major goal for 2022. As you might expect however, there’s a […]
What do you do if you hate your job? You have three options: you can stay and suffer, you can look for a new job, or you can change the way you view your work. The best choice is to focus on yourself and what makes you happy. This way, even if you’re still at […]
Power posing for success is a simple strategy that you can use to reduce anxiety, improve your ability to deal with stress, and boost your confidence. Besides, it takes less than two minutes and produces immediate results. Adopting a Wonder Woman’s pose might change your results or even your short and long-term success. Power Posing […]
In his new book, “Can’t Hurt Me,” David Goggins, who many call the “toughest man alive,” recalls how he overcame a difficult childhood to become a Navy SEAL. He sits down with Craig Melvin to discuss the lessons he learned about the body’s capabilities. READ FULL ARTICLE Contact Us at WeSpeak Global and […]
One top tip you need to maintaining a high level of engagement among all parties in any meeting is a challenge. But, doing it in a video-led environment makes the real-world challenge look like child’s play so Learn the one top tip. If you have spent any time on video calls up to now, you […]
Excited to share the big news that I’ve been talking with many of you about already! The Launch You’ve Been Waiting For. How to Get Results #NoMatterWhat, It turns out there’s actually proven science around how to get results #NoMatterWhat. It’s all too clear that this is still a really tough time for many people […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
