What Makes You Different?

  • New York, United States

Author:  Merit Khan

Short Description

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.

What Makes You Different?

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!

 

Oh please. 

 

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.

Similar to What Makes You Different?

Dane Jensen

Veteran business writer Theodore Kinney interviews Dane Jensen and shares his takeaways from The Power of leading under Pressure for strategy+business. Pressure is a goad. Whether it arrives in the guise of a burning platform or a project deadline, a strategic goal or a performance target, a high-stakes deal or an aggressive competitor, pressure can […]

  • Author: Dane Jensen
WS Logo 512

If you don’t prioritise your sleep, you are putting your health at risk. Good quality Sleep Weight Health is the diet pill we’ve all been looking for, the ultimate wrinkle cream and the secret to longevity. And guess what? — it’s free!   When we think of our beds and our pillows, we often forget […]

  • Author: Joni Peddie

If you’re struggling to Become A Better Presenter, or are new to the field, here are some ideas that I’ve incorporated in my 28 years as a keynote speaker/presenter.  Feel free to check them out and see if any can help you along the way!   1) Know your audience better than they know themselves […]

  • Author: Jones Loflin
Duncan Wardle

3 Ways to Tap into Emotion During a Pitch and The power of emotion is something that has a universal appeal and can breathe life into simple cold facts. Have you ever pitched something you knew was great, only to have it shot down? Of course you have. We all have. And though the rejection […]

  • Author: Duncan Wardle
Gerd Leonhard

“Technology is exponential but humans are not and can do great things, but it does not WANT to do great things – it does not want anything” says Apple’s CEO Tim Cook (a quote I have often used in my talks). Technology is a tool not a purpose – see my ‘carpenter and the hammer example’ (video).   “Both […]

  • Author: Gerd Leonhard
Liezel van der Westhuizen Emcee

The Role of a Virtual Emcee, a guide is the one steering you on the right course – a firm hand halting you from treading where you shouldn’t, and it’s the instructions researched and tested to provide you with the best results too. Therefore, a guide is also intrinsically necessary for the optimization of an […]

  • Author: Liezel van der Westhuizen
Heather R Younger | Leadership With Heart

I had a recent team meeting where I brought our Caring Inclusive Listening Leadership coaches together to discuss an idea regarding the community. The call ended up going in an entirely different direction, but ended up in an amazing place. As the conversation grew, many strong opinions came forth on all sides, but I trusted each of them […]

  • Author: Heather R Younger

Few months ago, I was supposed to go somewhere with someone and realized What Drives You. We’d agreed to meet at a particular spot but I was trying to renegotiate our meeting place so I can avoid having to take multiple local taxies. And so this person exclaim in total shock…and said, “Nicky, you mean […]

  • Author: Nicky Verd

Our Mission

We are your partner creating memorable and engaging experiences that go beyond the event itself.

© All rights reserved 2025. Created using VOXEL THEME