While Chris Lott never professes to offer a “silver bullet” for winning more deals… developing a remarkable message actually comes close. Let’s face it, products and service offerings all start to look alike and his guess is yours is no exception. Why would a customer pick you and your offering over another? Price? While most customers will tell you price is their driving reason my experience has been it’s always more than just that. Have you ever paid more for something or simply didn’t shop around before you made your purchase? Chris has, because his perception was that this item would fit his needs and his salesmen understood what that was. But even more important than that Chris had built an instant relationship with him or her. How did that happen?
All Sales professionals tell their potential customers that they and their products are the best. They have references. They are the experts. And so on… While believing in yourself and your product or service is a must does it really differentiate you from others saying the same thing about themselves? Then what is your deferentiator or “remarkable message”?