Uniqueness is Always Awesome
Marc Samoisette
Helping Sales Leaders increase their sales teams' win-rate / Sales Process Implementation/ Coach/Author/CVi affiliate
I think we can all agree that uniqueness sets us apart. Buyers will pay a premium for something that’s unique which solves their problem. Successful sellers incorporate uniqueness as much as they can in every sales conversation they have with a potential client. The question is, how do you discover uniqueness in relation to the product or service that you sell?
The only caveat is that it must have meaning to your potential client. If not, then who cares?
Ask yourself these 3 questions. Or better still make it the subject of a meeting with others in your organization and see what you come up with.
1. “What is or could be unique about the product or service that I sell?”
The litmus test is if you can make a statement like “We are the only [your field of expertise or activity] company that [ the uniqueness you came out with]. It must be true and provable.
E.g. “We are the only electronic manufacturing company that produces this device that will work in sub-zero temperatures up to -34 without any loss in performance.”
2. “What is or could be unique in the way that I deliver my product or service?”
Your statement should be “We are the only [your field of expertise or activity] company that [ the uniqueness about how we deliver our product or service you came out with] It must be true and provable.
e.g. “We are the only electronic manufacturing company who can deliver this product anywhere in North America within 48 hours of your approved order.”
3. “What industry norm does my organization bend or break that is unique among my competitors?”
e.g. “We are the only ones that offer a 36 month 100% money back guarantee on our product. Everyone else offers at most a 12-month limited guarantee.”
Food for thought.
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3 年Marc Samoisette This is a great article and the questions are so relevant for us to ask ourselves - finding what is unique about our service or product will certainly set us apart from the competition and also enable us to really sell with confidence because we are all unique - so tapping into that uniqueness is a great strategy. Thanks for sharing. I look forward to seeing more of your posts.
Purpose-Driven 6-7+ Figure Founders & CEOs: It’s Time to Play Bigger | 2x-10x Your Revenue & Impact, Shave 20+ Hrs Off Your Workweek | Create Unf*ckwithable Confidence | Develop Your Superpower | Bestselling Author
3 年I love this approach as no 2 people are alike. We didn't have the same experiences, skills & talents, so there is something unique in all of us - even if the service is very similar. The examples you gave are very clear to help people frame their uniqueness.
?? (Practically) World-Famous Business Humorist, Multi TEDx speaker, Author, Interactive Speaker, Speaker Trainer, Podcaster, Writer, Innovator, Prank-Enthusiast.
3 年Finding the unique for sales is paramount, as we buy with emotion.
Retired Marketing Strategist
3 年These are such great points Marc Samoisette . I love how you clarify the message in a way that is specific to the client and industry. It’s a terrific way to appeal to them quickly! Is this something you teach your clients?
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3 年Wonderful points and questions every small business owner needs to review frequently!