In most businesses the products are basically the same. If you are a broker then most of your
competition will have access to the same types of discounts that you do. It’s very rare that a salesman’s
relationships with their wholesalers are so good they can get an
additional break. Usually if it's that good they are spending more time in the field instead of reading my blog. The industries that come to mind most often
are stock brokers, insurance agents, and mortgage brokers. The same can be true for
MLM
where everyone thinks/knows/believes their products are “special.” Very rarely will there be an enormous difference from what you are selling as compared to someone else.
The truth is, whether our products are relatively the same or not, in a buyers eyes they are. This gives the prospective salesman two choices.
The first is to go right into your pitch using every form of jargon possible under the Earth. This will have your prospects quickly running for the hills just to be "unique." Leaving you hurt, confused, or both
The second is to be a smart communicator and if appropriate close the deal.
So then how do you get the sale? A buyer has a problem and you, the professional, have a potential solution to the problem. People who normally get the account (or the sale) for prospective clients are people who listen closely to their prospects needs, wants, and don’t wants, are credible and experienced, and have our best interest at hand instead of theirs. Anyone able to tie these together typically gets my business. Unfortunately that leaves a very short list of people today who can meet these requirements.
But just think, what if everyone thought this way? We would then have fewer unethical, unskilled salespeople running all over the place. Everyone wants the big bucks, rarely to they want the hard work that goes with it.
Mikhail
the HIL group
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