What makes you better at doing the activities you want to improve? If you take a second to think about it, what actually makes you better is probably different than what you’re actively doing.
Suppose ab … Salesmen are constantly brazened by this question on deals calls, along with some others like “why should I buy from you/ your company?” or “what makes you different?”. As linked in my last post, they've presumably spent a lot of time at “Product Knowledge U” learning exactly how to answer these questions.
In reality, answering questions like these generally end up putting you on the protective and won't give you the advantage you're hoping for. Suppose about it for a nanosecond … if you answer that question, you are incontinent sound like all the salesmen that have come before you, as well as those who'll follow you.
By answering the question, you produce “sameness” and a belief in the mind of the prospect that you're just like everyone differently. You must also consider that everything you say will be considered as “deals fodder” and is frequently heeded to with habitation and from an “oh sure” perspective. There are numerous situations in which these questions can be asked.
Are they presently buying this product from someone differently? Is this a product they've bought in history, or is it a product they've noway bought? Knowing which situation you're in will help you determine how stylish to do. Rather than answer the question, you might want to say “I’d be happy to tell you but, I’m curious, is this a product that you have used in history, or are presently buying?”.
Their answer will be a precious piece of information from which we can plan our coming question. However, it would make a lot of further sense to find out what they've used in the history, If they're presently using or have had experience. However, or identify that we don’t have what they want If they're looking to make a change, “what would they like to see different?” This is a question that would get us information that would begin to form our offer.
Remember too, if they aren't buying or haven't used it ahead, giving away your information can now come to a shopping list that will allow them to compare you to the competition and “commoditize” your offer. Not always, but hourly, the stylish answer to a question is another question.
By not answering the question but rather asking” Was there a commodity that you were hoping would be better?”, or” if we could offer a commodity different or better, what were you hoping for?” With these questions, you end up with the chance of chancing out exactly what they're looking for and can draft your response grounded on the feedback you get.
It takes some courage and emotional control to respond to this but, you’ll find, it'll put you in an entirely different light with your prospect. Stop answering “what makes you better” and you’ll get better information that will help you make further deals!
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