You have to know what your selling superpower is. If I ask 100 salespeople why I should buy from them, I hear things like:
We are the highest rated.
Our customer service is the best.
We have a great price.
We care about our customers.
Listen, I mean no disrespect, those aren’t superpowers anymore. Customers expect those things now. I want to know what makes you different. The company and product differentiation are essential, and also, so are you as a representative. I want to know your superpower and why customers will buy from you.
During one of my corporate training programs, I met a sales representative who had the perfect phone voice. When he talks on the phone, it sounds much like what Chet Holmes (late author of The Ultimate Sales Machine) called the late-night DJ voice. It’s that soothing jazz voice that melts the prospect into becoming a buyer and enjoying the process of being sold. His superpower was that voice and ability to build instant rapport with anyone. Look for your superpowers and use that to your advantage.
Another example, my superpower is and has always been surviving 67 hospitalizations from cystic fibrosis. I know a thing or two about adversity and getting through the most challenging and darkest days (which I describe in my first best-seller, I AM: The Untold Story of Success). So in conversations with buyers, I ask about their tough times. I ask about their struggle. I can relate to people who are in the midst of the chaos of their lives and give them hope it gets better.
What is that “thing” that makes you unique? You may have seen it as a disadvantage before. Your adversity is your advantage, and do not listen to anyone who tells you otherwise.
Check out www.missklyn.com to receive a copy of her latest book, "Unstuck Yourself" for 99 cents!
