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.
It is All about perspective as I type this, I am in Jeffreys Bay in a Motorhome overlooking the ocean with my woman after traveling over 1000kms through the country and I am in awe of the things that I’ve been able to witness. Driving through the small towns that literally span not more than […]
Sam Stewart, She survived breast cancer, an abusive marriage, financial ruin, a failed suicide attempt, body dysmorphia and much more, rises to the top and is back on her feet with purpose. If Oprah Winfrey, Brené Brown and Joan of Arc somehow managed to have a lovechild together, the result would most likely be Cape […]
Lizette Volkwyn is also one of only two certified PEI human lie detector in South Africa! Meet Lizette Volkwyn, an energetic, dynamic and focused South African who believes that all you have to do today is to be 1% better than yesterday. Lizette encourages individuals to strive for self-acceptance and to appreciate their self-worth. She […]
Brands don’t have values or Employee Motivation. I’m sorry, I didn’t mean to pull the rug out from under you so quickly, but it needed to be said. Before you close this article thinking “that’s absolute rubbish”, just wait a moment. Dust yourself off. Sit back down, have some coffee. Ready? Brands do not have […]
THE ACCELERATION OF RISK as a few months ago, the National Safety Council had me as the closing keynote speaker for their massive annual conference – and I spoke to a few thousand safety professionals on issues surrounding new, emerging, acceleration of risk. Including a story of what happened when Rosie the Robot from […]
From childhood through college I found Good Storytellers, I studied music as a classically trained pianist. I took lessons from masterful teachers, practiced every week, played in recitals, and did everything a good piano student does. You could put almost any sheet music in front of me, and I could play it. There was […]
Kirsten Landman Does It, and has completed the Dakar 2023 Malle Moto, coming 2nd in the women’s classification, 12th in Malle Moto and 71st overall! Saudi Arabia (16 January 2023) – Kirsten Landman has completed the Dakar 2023, and she has done it unsupported. We want to take the chance to wish her our congratulations! South […]
This post has taken me almost 8 weeks to think about posting, client is always the client. I have started to write and then, delete — delete — delete. Leave it for a few days and try again, but still my anger and emotions take over as I have tried to construct a well thought-out […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
