What Makes You the Only Choice?

You have more than one skill set, and you are good at what you do.?Which of your skills fits exactly into the conversation you are having with a prospect??Pick that one skill, the one that is most relevant to the current situation.

?Show that you understand the need, and that you are ready to fill it, by giving examples of successful outcomes you have created in the past.?Talk about how you did this, and the results your customers got.?The customer begins to identify with the story, to visualize you as the person who can make this happen for them, too.?The power of examples is strong.?It takes the conversation out of the abstract and into the real world.?"That could be me!" starts to build as an idea for the customer.

Be ready to show that you can do more than this, too.?Wait before going further and listen to the questions that you will be asked, with an ear to presenting more information if it is requested.?Don't push the conversation.?Listen carefully to identify the need, and then talk about exactly what idea you have to create the solution.

Doing this, you show respect for the communication and the customer feels heard.?At that time, you can present more of what you do, make suggestions, and be ready to move toward closing the sale.

When somebody gives me a testimonial, or I can show an example of success that directly relates to the person I am talking to, I go ahead and tell them the story.?It makes the customer feel secure, since they know that somebody else got results and specific ones.?It builds trust and rapport.

Don't shy back from stating your value.?And be sure to wait for the right moment to present it.?Listen first, and then be listened to.?The one who listens is the one people are happy to see.

?Be that person.?Make the sale with a customer who is happy to give you the business.

?If you have needs for written materials in your business, I am that person. Reach out to me.?I know what to do.