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.
The inflexibility of the demands you place on yourself can make you unadaptable and Are You Making Demands. Our thoughts and beliefs shape the world that we live in. The inflexibility of the demands you place on yourself, other people and the world around you may mean that you don’t adapt as well to reality […]
When the Chief Marketing Officer mentions brand values in the boardroom they can be treated with disdain and Why your brand needs values. Eyes roll. Disparaging glances are passed. Brand marketing mumbo jumbo. Nothing could be further from the truth. Brand values are important. They are powerful brand assets. This post explains why. Values influence […]
“Have a great day!” We say this statement to friends and loved ones so often in Inspiring Others that it may become perfunctory. Just because it may seem cliché, does not mean it is not a sincere remark. I truly want the people in my life to have an awesome day all the time and […]
Top Motivational Speakers South Africa in 2023 who are Inspiring Voices: The Best 5 Motivational Speakers in South Africa Motivation plays a crucial role in personal and professional development, and there is no shortage of inspirational figures in South Africa who have made a significant impact on the lives of many. In this article, we […]
I want you to think about investing in yourself as you become more resilient. The work that feeds your mind, body and soul. Self-investment is the first step in your resilience journey I want you to think about investing in yourself as your most important work. The work that feeds your mind, body and […]
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 […]
What’s on your resilience resume? For most people in North America, this week marks the first anniversary of the pandemic changing our lives. It started with disbelief, upheaval, and constant change and progressed to the monotony of sameness. Regardless of the phase, there has been a consistent undertone of uncertainty as to what comes next. […]
One of the attractions of Work-At-Home schedule is the vision of freedom it invokes — no time clock, no time sheets, and no one to account for how you spend your time. Yes, it is an attractive proposition, but like so many attractive propositions there is a heavy downside — you are likely wasting a […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
