Why Do You Believe Your Customer is Better Off?

If the last question I asked you was the toughest in the series to answer, today’s question might just be the most important.

Why are your customers better off for working with you?

This question makes you to consider the outcomes that you can provide, and it forces you to differentiate them from your competitors.

Do you provide a demonstrably higher ROI for your product? Do you reduce or eliminate costly business process that hamper productivity? Does your solution enable your customers to think about their businesses from an entirely different point of view? Are you disrupting an industry with technology?

That means you need to go through and eliminate the claims your competitors also make. That might mean your list just got a little bit shorter.

Remember- if you cannot differentiate, you cannot sell, so you’d better have a good answer or two here.

Now think… are these part of the sales conversations you have every day? Why not?

You should always be thinking about how your clients win when they work with you, and it helps to do so with your unique differentiators in mind.

Is the show making you rethink the way you sell? Subscribe and tell a friend. They’ll thank you for it.