You sell competence to the marketplace. Competence to produce an outcome.
In the mind of the consumer, you do not sell:
- a better widget
- a friendlier service
- a break-through app
- a round-trip to Mars
- a faster response time
These are benefits that the consumer can get anywhere and probably cheaper than what you're selling it for which makes you a commodity, not a valuable asset.
The good news: you're competition is trying to sell benefits (and worse yet, features). And getting hung up on. Then saying ridiculous things like "cold-calling doesn’t work".
The bad news: you're probably making the same mistakes as your competition.
The best news: You can change your result!
The world has changed therefore selling has changed!
You sell Competence to produce a desired outcome. Get this in your head!!
This is called an intangible. Something you can’t see, touch, feel, smell, eat, or have sex with. It’s more than an empty promise - it’s proof that you can deliver what your client wants the way they want it.
Not the way you want it…The way THEY want it!
And it all starts with your first contact attempt to your prospect, so don’t blow this all- important first step. Then follow through with the other steps that takes your prospect from initial contact to sale closed to ecstatic client.
Having a Sales Playbook is the answer to this common sales problem plaguing salespeople and sales managers today.
Spend a couple of bucks on yourself (if you feel you're worth the investment) and get your starter sales playbook here: