7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves.

When selling there are three principle things you can differentiate: You, your products, and your company. My observation is that most sales representatives do an adequate job of differentiating their products and their company. They neglect, however, to develop a personal brand. Before a customer considers buying your products, they must buy you.

Here are seven ways to separate you from the competition:

1. Your appearance matters. Look the part because your appearance influences your image. You are walking billboard and how you look is what your prospects see first. Belts and shoes should be the same color. Shoes and shoe heels should be shined - every day. When it comes to your wardrobe buy less and spend more.

2. Prepare an effective e-mail signature. Your e-mail signature of course should include your name, a keyword a short phrase - describing your expertise, a telephone number, and your web site. Also periodically include a P.S. and a P.P.S. to emphasize new product introductions, special sales, and special events. In this way, every email provides a branding and promotional opportunity for you.

3. Getting people to return your telephone calls is challenging for everyone. Using a different approach can make all the difference in the world. Mike, a client, shared this with me and it's guaranteed to be different. If someone very important is not returning your telephone calls use this approach. Buy a coffee mug and print these words on the mug. "Let's talk business over a cup of coffee." Put a packet of Starbucks coffee into the mug and include a note with your business card and the times you'll be available to take his telephone call.

4. Here's a business card idea. Why are business cards printed one side? Use the blank side of your business to differentiate yourself. You can stamp an inspirational quote. You can stamp the 7 reasons why customers like doing business with you. Use red ink to make it stand out.

5. This is a small tip though it's an effective one. Most promotional literature is produced on standard size 81/2" X 11" paper. Since most people are overwhelmed by the amount of work on their desk - they simply create stacks of sales rep literature. Go to an Office Depot and buy brightly colored 9 X 12 paper. Affix your literature to the 9 X 12 paper and it'll standout in any stack of literature. Use the open space on the colored paper to write a note, a reminder, or even your phone number.

6. Visibility is more important than ability. Every contact counts. Develop a (one-two-three) follow-up system every time you meet and/or talk to a new prospect. Here's my recommendation - within 24 hours send an e-mail, within 72 hours send a handwritten note, within 10 days send a handwritten note with an article to your prospect. Within two weeks you have a total of four exposures with your new prospect. Now that's impressive.

7. Prepare creative organizational charts for your biggest proposals. In your business, if you do proposals especially for larger deals, consider using a very creative organizational chart. Think about the five to seven people in your organization who interact with your customers; you, your sales manager, your Vice President of sales, customer service, technical service, you get the picture. Create an organizational chart using boxes and include in each box the following: name, title, telephone number, fax number, e-mail address, and a digital photograph. This introduces your entire team with photographs to your new potential customer. It's easier for a prospect to say no to a salesperson than it is to say no to the entire team.

The real difference among salespeople is what's inside their heads - their ideas. To offer generalities when customers are begging for specificity misses the mark completely. Don't permit generalities to skewer the real differences between you and your competitors.

Being boring, bland, and benign won't cut it in today's very competitive marketplace.

If you want to make a difference you have to be different.

Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

---

4 Reasons Why the Sale is Not Made

When sales are down, a salesperson must begin to take... Read More

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any... Read More

10 Killer Ways To Multiply Your Sales

Would you like to multiply your web site sales? Or... Read More

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price... Read More

The Pipeline: Curious, Desperate, Inspired?

You do have a "Pipeline" don't you? You know, the... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to... Read More

10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet.... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just... Read More

The Clock is Ticking on Your Leads

Every day is critical when you are in the business... Read More

The Road to Pendingville is Paved with Good Intentions

If you've been in sales for any length of time,... Read More

Sales: The Secrets Of Super Salesmanship Exposed

Most people tremble when they hear the word "sales".This explains... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter... Read More

A Sale in 30 Seconds? Its all in the Greeting

It has been said that a customer makes a decision... Read More

Closing The Sale

Several weeks ago I asked my Newsletter subscribers to send... Read More

Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

Are You Doing What It Takes To Win More Sales

What does it take to be a WINNER during these... Read More

Sales and Closing Techniques

One essential criteria of being a successful salesperson is the... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

Secrets That Lead To Failure In Sales

Let's be realistic nobody really wants to be labeled a... Read More

The Art And Science of Closing - How To Close More Sales Right Now

One of the questions I often get asked as a... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More

Keep Sales Simple

For those of us working in the exciting world of... Read More

How To Write A Solution - Savvy Sales Letter to To Get Clients

Too many sales letters are shaped into paper airplanes and... Read More

Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't... Read More

10 Amazing Ways To Jump Start Your Sales

1. Find a strategic business partner. Look for ones that... Read More

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales

A lot is written and talked about in regard to... Read More