7/8/2025-“How am I differentiated??” (Gulp.)

Written by

Neil Monnens

in

Daily Quote

“Don’t just say what you do well, show what you do differently.” Jack Hanson
SKILL

Your meeting with a prospect is going great…you showed a few key slides, you asked some strategic open-ended questions, and the good vibes are flowin’.

Suddenly, the barometric pressure in the room changes when the buyer asks how you’re different from your competitors. (Yikes…did the lights just flicker?)

How much time on the clock do you think you’ve got ’til you must reply with a cogent, smart, articulate answer?
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DO

Practice your value prop today.

It doesn’t matter how long you’ve been selling, you need to own your VP. Owning a VP means memorizing it and then practicing it so it doesn’t sound memorized.

Practice means role-playing. Yes, role-playing. (It’s not below you.) It’s the only way to train for the moment when a customer asks you to explain your differentiators.

BTW, you get about 1.762 seconds before responding to your buyer in a cool, calm manner that sounds intelligent and human.
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OOMPH

While this 2-minute clip of Michael Scott, Dwight Schrute, and Jim Halpert role-playing in The Office is hilarious, you may want to follow a different practice protocol. (Boy, that Jim, he’s devilish!)

Your practice sessions should be serious, but it never hurts to have a little fun with your BFF seller during your session, too. A few giggles and yucks won’t hurt. Focus, but keep it light.
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