My daughter had the opportunity to play in a soccer tournament over Memorial Day weekend with her "club" team. The tournament featured 20 teams of the best teams from all over the country.
Her team played 6 games (against 6 different teams) and did not lose a single game. Problem was that they also did not win a single game. They had 6 consecutive draws! One of the draws was against the team that eventually won the tournament.
What does this have to do with selling? Most of you work in a marketplace that is extremely competitive. There probably isn't a huge difference between your "team" and the competing "teams." So what is the slight edge that your team has that will result in you winning the game?
Your prospects do not want to hear the same thing from you that they have heard from your competitors. They want to know what makes you uniquely qualified to help them. They want to hear about your slight edge (this assumes that your slight edge is a appropriate solution).
Brainstorm with your team about your slight edge. Once you have nailed this, go find prospects that are looking for what makes you unique. Focus your time on these prospects and don't waste huge amounts of time on the others. It will make you a winner.
Comments