Seth Godin asks, “What makes it likely that more than a few rational people will consider their options and choose you or your company or your organization?” Good post on getting this concept of “why choose you” right. I can’t tell you how many salespeople I run into who think all of their general benefits
The article that started it all: a primer on selling and marketing YOURSELF to others. Do it with prospects, customers, do it internally in your company. The question is this: What makes you different? Don’t be an employee. Be a brand. An excerpt: “Start by identifying the qualities or characteristics that make you distinctive from
Could your customers cite your elevator speech — do they know YOU well enough? That’s what Mark Hunter asks in this video brief. There’s also several short sales training videos like that at this link.
Don’t overload your presentations and positioning statements with a bunch of wasted, overused words. That’s the message in this article. And while it’s pointed at marketing and PR folks, you KNOW it applies to us in sales just as well.
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