The Salesby5 Blog

For day 10, we need to add a few last tips and cover the latest data.  Today, you should be able to articulate the benefit you have in 10 seconds or less. You should be able to stand out by not selling salt and pepper. You should be able to offer a dramatic difference from your competitors that is easy for a 5th grade student to understand.

Try the following and eliminate any old way that has not worked extremely well. You should be surprised at the change. If you have a question, e-mail me at erik@salesby5.com, I will respond fast.

Tips:
#1 way people in business want to be communicated with today is e-mail.
#1 way people in business screw up a sale is THEY TALK TOO MUCH!
#1 way people lose a sale is letting a customer say “no” because the customer didn’t understand what benefit they were being offered.
Latest data shows that if you have exclusivity and/or scarcity in the offering of your product or service you will have an overt advantage.

The best of the best have a coach, who is yours? If you think you know it all, you are easy to beat!

Use the tips above and tell us how it changed your sales.

 Photo by The Justified Sinner – Flickr

Yesterday was all about future focus being 10x more predictive of success.

Today: The ability to dominate your market!

You have it or you do not. The data proven number one reason people do not sell is they talk too much, and number two, they have no true value that they offer. It happens to us weekly and sometimes by people interviewing with us. The most (sadly) remarkable, are the ones you have two and three meetings with and you still have no idea what value they offer or what benefit they provide.

This reinforces the importance of your message clarity verbally and in writing.  If you advertise, does it work?  And how do you know?  We have seen our clients, prior to us getting involved, spend $30,000 in one business journal without ever getting any response or business from the advertising. What you say and what you do must have a dramatic difference to make an impact.  Just to be clear, you have a 370% greater chance of success and profitability if you have dramatic difference. What is dramatic difference?  Let’s say you are selling a Honda Accord that gets 21 mpg in the city, meanwhile the Toyota Prius is getting 48 mpg in the city. Though both brands are great, Honda becomes low value and Toyota, high.  You now have to find a way to make your offer twice as valuable as your competitor’s. Get serious about value.  What can your customers not live without?  What can you make available that hasn’t been done yet?  That is your start and your finish to the dramatic difference!

Summary: Get serious about where you can dominate your market. What can you really offer? Focus on that for all of your customers. Do not try to be what you are not.  Just focus on one or two things and maximize them by figuring out how to become the best in the world.

Fuel Economy Source – http://www.fueleconomy.gov/FEG/bestworst.shtml

Photo by flickrsquared