Nov 19 2007
Motivation Monday
The mortgage and real estate industry has been very challenging in Colorado as of late, so in an attempt to help all of us thrive and survive I am going to start “Motivation Monday”. Every Monday I will do a post that is motivational or sales tip driven. The source of this information will come from all sources but I will always try and reference the source so you can further investigate. Please feel free to add your opinions and information because we can all use a boost.
How can I differentiate myself from the competition?
All sales people are under the false belief that because they think their product is better, that each customer will perceive them as different from the others. And they are wrong.
The first key differentiator is you, the sales person. You differentiate yourself from others by the questions that you ask, the ideas that you bring into the room, and how well you communicate them.
You differentiate yourself from others by:
BEING MORE PREPARED
BEING MORE ENGAGING
ASKING BETTER QUESTIONS
HAVING A DEEPER BELIEF SYSTEM
PROVIDING MORE PERCIEVED VALUE
THE CREATIVE IDEAS YOU PRESENT THAT ARE BETTER
BEING A BETTER COMMUNICATOR
BEING MORE ENTHUSIASTIC
The reality is most products are perceived as the same.
The reality is most companies are perceived as the same.
The reality is most salespeople are perceived as the same.
If you want to make a difference, it’s the questions you ask that your competition does not ask. It’s the ideas that you bring into the sales presentation that make the customer say “Wow”, or at least think.
FINAL ANSWER: The reality is there’s no difference between you and the competition unless your customer or your prospect perceives a difference. And that perception is based 80% on the salesperson’s performance and attitude.
The reality is –
The key differentiator is YOU.
This was taken from Jeffrey Gitomer’s Little Red Book of Sales Answers. His website is http://www.gitomer.com/
This is a perfect article to get us all engaged and ready for 2008, not only do we want to ask questions we must listen to the answers.
Timing is everything! Now is the perfect time to look at yourself as an agent or lender to prepare for the next year. How did I do this year and why? What could I do better next year? I’d say if everyone is doing the same thing you are…do something very different. Change is tough but GOOD!