 |
Demonstrating YOUR Proactive Services Differentiators
Last month we learned "What you don’t understand, you
can't appreciate," and, if your prospect can't understand
what you bring to the table is better than what they already
have, they won't change. We know that most of us offer
the same features and benefits, and we know that you can’t
win the relationship game. So your only chance to win
is to know how YOUR best is truly better than your
competition’s best, and then artfully draw a comparison
between the two. The Wedge gives you a subtle, non-combative
way to make that comparison.
A few years ago, while on business in Las Vegas, I had
some free time. I had always heard about the Hoover Dam
and wanted to see it. So I headed out on Lake Mead with
a friend in his boat.
As we approached the dam, I was completely unimpressed
and quite disappointed. From the bow of the boat, all
I could see was a little lip of concrete. It looked like
just any another dam to me, not some marvel of civil engineering.
The significance of Hoover Dam was on the other side
– I just couldn’t see it.
My friend suggested we go up on top of the dam and look
around. That's when I saw the 'marvel'. I stood atop of
all 726 feet and 4.4 million cubic yards of concrete –
enough concrete to pave a highway from San Francisco to
New York City. It truly is a wonder to see. It wasn’t
until I changed my view that I was able to see what was
so spectacular about it.
Prospects experience the same thing I did at Hoover Dam:
from the lake side, all dams look the same – not that
impressive. The truth is, from where they’re sitting,
you look just like every other salesperson knocking on
the door. You don’t seem special because you communicate
abstract things: “We have great technology, research,
education, yadda, yadda.” Your goal is to help your prospect
change their view. You need to become very skilled at
moving your prospects from the lake side of the dam to
the river side so they can see the difference.
When you help your prospects understand and appreciate
the differences between you and the incumbent vendor,
it’s like showing them Hoover Dam from the dam side. All
the things that make you spectacular that were hidden
before can now be seen clearly. If your prospect doesn’t
see the differences, your advantage will remain hidden.
Let The Wedge Group help you define your proactive
services differentiators and refine your skills in showing
prospects the "other side of the dam." Then
you can look forward to generating the sales results you
deserve. Now, Go out, stop selling and start winning!
Randy Schwantz
President & CEO
The Wedge Group
If you have any comments, questions, or reminder ideas,
please don't hesitate to Let
Us Know! Also, if you know anyone who would like to
receive a copy of The Wedge Report, please forward
them this copy and suggest they subscribe
online.
|
|
Community Banks in Florida Growing with Housing Boom
Deposit growth is up 65% over past two years as community banks in Florida respond to the housing market. From mortgages to ATM, community banks are targeting need...and growing! Read
More.
Private Passenger Automobile Insurance Coverages: An Actuarial Study of the Frequency and Cost of Claims for the State of Michigan
Seven major coverages were analyzed with nine perils, or cause of loss, for Comprehensive coverage, including Fire, Wind/Hail, Vandalism, Total Theft, Partial Theft, Glass, Flood/Water, Animal Collision and All Other. Includes study in PDF format (large). Read More.
First Evidence of Effects of Cell Phone Use on Injury Crashes
The first analytical study of cell phone use shows that crash risk increases four fold when a cell phone is being used. Study includes, gender, age, hands-free.
Read
More. |
|
|
|
