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.
Want more?
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 bfarquharson@idealliance.org
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
