What Do You Sell?
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What Do You Sell?
Your customers know the answer, even if you don’t.
Whenever I have people going through my Sales Academy program, I try to make sure they understand what they really sell...so I ask them. They usually start off guessing. Most of the time they think I’m talking about their products or services. For example, they might say landscaping, hotel rooms, Tupperware, or lawn sprinklers.
The reality is that none of these responses are entirely correct. People don’t buy our products and services. They buy what our products and services can give customers. For example, all of these products can give them convenience and peace of mind, but that’s not really the answer for which I’m looking.
I ask this question to explain that what we really sell is ourselves. The reason I stress this point is because it is the only thing our competitors cannot offer our customers. It’s your approach to solving a problem; your dedication and commitment; your desire and drive; your product knowledge; and your willingness to do whatever it takes to solve the customer’s problem that puts you in a category of one.
Your goal should be to make sure your customers believe that they could never get all the value you provide them from any other single source. If you want to get repeat customers and life-long customers, this is the best way to go about it.
For about six years, I made my living as a headhunter--a recruiter for the printing industry. Many years ago when I first became a seminar presenter, I remember a woman walked into my room. She came up to me and said she wanted to shake my hand because she used to be in the staffing industry. She said she would go into printing companies and tell them about her staffing company. She said the human resource managers would listen to her politely until the end of her presentation and say, “thank you for coming in, but we work with Dave Romeo". It was one of the nicest compliments I have ever received. I challenge you to follow the same strategy so you can enjoy similar results.
One size fits ONE.- Anonymous
This excerpt is taken from my Sales Academy.
What Do You Sell?VIEW SEMINAR
I encourage you to order my Sales Mastery audio program which also includes this lesson in greater detail.