Daily Quote |
Skill
Confidence is only half of the solution
The prospect looks you in the eye and asks, "…so it's between you and one of your competitors…why should we buy from you?"
G u l p.
Unfortunately, you can't wing the answer to this one; your presentation and content both have to be tight. You won't face that situation often, but when you do, it'll be do-or-die. The correct response is to present your value proposition confidently and concisely.
How you handle yourself and respond to game-breaking questions like the one above is critical to building short-term trust and long-term success.
Do
Use your VP to give them a buying reason
When a buyer asks directly about your differentiators, you have about 1.5 seconds to respond.
The answer to the specific question framed above in SKILL is this:
"I'm proud to present our value proposition summarized by these three pillars…."
And then, briefly recite each of your offering's three value prop points. …while not stuttering, pausing, or looking away from the buyer.
If you don't feel like you can respond confidently with a perfect presentation of a value prop that doesn't sound canned, then THAT'S what you need to practice today!
Oomph
There's no freezing in sales
Every human has the innate Fight-Flight-Freeze response, a fascinating physiological phenomenon.
While a sharp question from a buyer may not trigger extreme FFF, it can still be tongue-tying.
In addition to practicing your VP, watching this three-minute video will help you better understand what's happening in your body so you can tame it.
Every human has the innate Fight-Flight-Freeze response, a fascinating physiological phenomenon.
While a sharp question from a buyer may not trigger extreme FFF, it can still be tongue-tying.
In addition to practicing your VP, watching this three-minute video will help you better understand what's happening in your body so you can tame it.
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