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’S A NORMAL DAY ON ALIWAL SHOAL. ABOVE TWENTY DEGREES CELSIUS, BLUE WATER WITH SMALL PARTICLES, A LITTLE BIT OF A CURRENT PUSHING, WE DRIFT ALONG WITH IT, WAITING FOR THE SHARKS… (THIS IS THE STORY OF MY FIRST EVER FREEDIVE WITH SHARKS) It’s a clear blue sky, warm air and a slight breeze- […]
Success always starts with failure or rather, often starts with failure. Sometimes when you do something, it becomes a success but happens very rarely. When you want to do something or start something new, try it out in a small scale so that the failure is survivable. You should make sure that adequate data are […]
Things to QUIT if you Ever hear that saying that says before you can grab hold of what you really want you’ve got to let go of what’s you’re currently holding on to so tightly and QUIT Starting Today? That’s what I want to talk about in this article. Those things that no longer serve […]
Odds are good that you’re doing 10 SMALL THINGS YOU SHOULDN’T SWEAT AT WORK things to proactively manage how you present yourself at work: writing concise emails, speaking up in meetings, and trying not to make your sentences sound like questions. But when you’re in the first phases of your career, sometimes understanding office etiquette […]
As businesses around the world adjust to the realities of Your Guide to Remote Selling in an Online World, sales and marketing, however, still need to bring in the leads, nurture the client’s relationships and close the deals. The workplace will never look the same again, and as businesses establish Remote Selling working practices, we […]
Building brands takes time. Be patient. Branding is an overused, misused and even abused management term. People think brand is a quick design fix for many management ills. It’s not. Building a brand takes time to root and enact change. The reason being, brands can influence our emotion and behaviour and that doesn’t happen overnight. […]
I posted this about Hole in the Wall and Coffee Bay yesterday for Incredible Adventure Destinations . It’s a classic view of EsiKhaleni! This is a series of 9 episodes taking you on another Wild Journey into the heart of South African Adventure traveling. Follow explorer and adventurer Peter Van Kets and photographers, Jacques Marais, […]
Do you remember what life was like right before you received the message of biggest trap in business that confirmed your appointment as executive? Or before you started your own business? Or before you took over the family business? Opportunities lay ahead like an orchard of fruit trees ripe for the picking and everything that […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
