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What makes you different

by thet
3 replies
So,
how do you differentiate yourself from all the cold callers in the world?

That the manager / CEO / CIO on the other end of the phone thinks: This guy/girl is different!
#makes
  • Profile picture of the author jamesfreddyc
    I immediately present, in the lingo and terms of that niche, a particular problem or problems that is typically found and wait to see if it resonates with them. If not I just move on and repeat. If they respond or relate to those problems I can then move on to qualify them on other points.

    I suspect most others are just calling to get something sold (an appt or other) and just missing the point that these business leaders just want solutions. You can't uncover if your solutions will work for them if you don't know or understand the problems they have.
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    • Profile picture of the author DaniMc
      One thing that human's cannot resist is an unanswered question. If you cause them to start asking questions in their mind - they will continue to talk to you until it is answered.

      That, I believe, is the summary of ALL sales skills. That is the mother.

      The practice is knowing when curiosity turns to irritation. At the beginning of a call, the irritation threshold is very low. This is because they are asking a very low quality question in their mind "What does he want?"

      This is like asking someone at a party "So, what do you do?" It is a very low quality question, no intimacy, superficial. We ask that question when we don't really care about the person, but the silence needs to be filled.

      "What do you want" is the lowest of questions.

      "What does it do" is a higher value question.

      "How much does it cost" is one of the highest value questions of all.

      So, the trick is to answer the question just before the point of irritation. This is maximum curiosity. This will make you different.

      They may or may not ask the questions verbally. The key is to know that the longer they continue to talk with you, the higher the irritation threshold becomes.

      They say selling is all about the questions you ask. This is true. It is also true that getting the prospect to ask questions in their thoughts will bring you to a sale.

      How do you do this? Don't spill the beans in the lobby. Anticipate the questions that the prospect will have at different stages of the call, and refrain from answering them until you know they want to ask you that question. They will keep talking to you.

      Most callers and sellers just start spewing info before the prospect is ready. Everyone hates being sold that way. Write out the 10 best buying questions they could ask you, then build your pitch in a way that leads the prospect ask the question either mentally or verbally. Don't answer that question until they really want to know.

      Instead of seeing you like most cold callers - a nuisance - they will see you as professional and you will win much more often.
      Signature
      Be kind, for everyone you meet is fighting a hard battle.
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      • Profile picture of the author kirbymarketingconcierge
        my ability to convey, then to demonstrate

        to who I am speaking to,

        that I am different
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