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.
Think about a baby’s laughter. It is one of the most contagious sounds when heard; you are bound to start smiling and eventually, break out in laughter, too. So, How to influence the workplace by bringing the right energy? Imagine if you could be like the baby’s laughter in your place of work. The one […]
I had been begging my dad for ages, and my wall was full of Bruce Lee posters. I wanted to know how to fight! The difference between life and death in a sticky situation could come down to KNOWING what you know. Then one afternoon, he drove up the driveway and said: “Get in, we’re […]
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 […]
This expedition was the first in a series of five Beyond Engulfing Magnificence Expeditions with Jacques Marais. The idea was to mountain bike the edge of the incredible Namib Desert from Serra Cafema on the Angolan border to Swakopmund along the coast of Namibia. I’m on the edge of a gigantic granite outcrop. Ep.2/9 | Engulfing […]
WHAT MAKES A WINNING TEAM: 4 key lessons from the lion pride and the victorious 2019 RWC Springbok rugby team It was an exceptional result that captivated a nation. One year ago this November South Africa’s national rugby team, the Springboks, lifted the Webb-Ellis trophy into the Yokohama sky, winners of the 2019 Rugby World […]
The only way to succeed is to continuously improve and so, Success is simple The Japanese have a name for it: Kaizen. And Kaizen is all about consistency. If you’ll forgive/indulge me, let’s use me, and this photo, as the vehicle for this discussion here. It’s probably evident even from the above low res version […]
Lift as You Rise is Bonang Mohale’s book, published during his tenure as CEO of Business Leadership South Africa. He is a highly respected South African businessman, who is known as much for his patriotism and his active role in seeking to advance his country’s interests as for the leading role he has played in […]
Getting absolutely clear about HOW TO UNCOVER YOUR PASSION is critical to your success as an entrepreneur. You want a passion that you are willing to shout from the rooftops—that you’ll share with everyone, even strangers at a cocktail party. Why is identifying your unique passion so important? Because passion is fundamental to your forward progress. […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
