Your One (Sales) Thing - Short Attention Span Sales Tip
One of my favorite movies is City Slickers. For the uninitiated, Jack Palance and Billy Crystal star in this wise-guy flick about three buddies who head to a dude ranch for some bro time. In one scene, Jack Palance says to Billy Crystal, “Life comes down to one thing.” When Crystal asks what it is, Palance replies, “That’s for you to figure out.”
What’s YOUR one thing?
That is, what’s your brand? How do you define yourself? What space do you want to own? What’s your differentiator?
But if I asked you, “Why do people buy from you?” and you automatically answered, “My great customer service,” get in line. You’ve just given the answer that EVERYONE gives, making it anything but a differentiator.
Try this on for size, “People buy from me for my ideas and resources. I sell solutions and not just print (or signage or packaging or labels or ...).” That is a better answer and one that stimulates conversation which, after all, is what you want.
The video version of this sales tip goes into more detail. Click here to watch the video.
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Bill Farquharson can be reached at (781) 934-7036 or firstname.lastname@example.org