Blurred or clear is your « ice-cream » when you sell?
You better know the 3 balls of « sales ice-cream », especially the ball that represents you
Imagine that what you sell to the client is ice-cream, ice-cream of 3 balls. The first ball is what YOU give to the client. The second ball is what your product or service gives to the client. The last ball is what your company gives to the client.
Now imagine that the ball product/service is a constant and all competitors sell the same without any difference. The only thing that changes is what YOU personally give to the client. Is it difficult to think? Yes, it is. But this is very important question. In a world where products and companies do not differ greatly from one another to customers, YOU are the ones who can make things different.
Ask yourself this question – imagine that many other companies sell a product similar to yours, under the same conditions and quality. What will the client miss if you do not sell it, but one of your competitors? And please be specific, with no different clichés and worn out phrases such as « I give full satisfaction. » Try to be accurate and simple. And look at what you are giving, not who you are or what you are doing.
Many sales people say that they give to the client the feeling that he can trust them. But trust is something that gets (deserves). It is someone who has proven himself to be trustworthy. The end result for client of having a trusted person in front of him is that he feels good for example. Would people pay for it? Millions! So look in yourself, do not underestimate yourself. You give much more than you can think …
Here are some things that people mention when we asked them the question « What do you give to the client? »: smile, friendly attitude, attention, humor, special energy, enthusiasm, support … Would someone pay for it? See what most people would do to make one baby smile …. Of course, this is not an easy exercise.
Many people are hiding behind the mask of their product or company when they sell. However, at a time of a highly competitive market, you make the difference. So what you GIVE is the most important thing. The more you are yourself, the more this variable will be more successful. Even more important than your product.
Of course, what the product and company gives to the customer is also important. They are the second and third ball of your ice cream of sales. So for them you need to be specific, simple and avoid clichés (like the best quality price). And you really need to be very individual in what the product and the company GIVE to the customer, not what they represent.
But if, in all this competition, in a market where quality and price are almost the same, everybody hides behind the product or the company, the one who does not do it will have a much better chance of winning the deal.