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Why USP Is No Longer ‘Unique Selling Proposition’…

Whenever salespeople start talking about their products to prospects, the inevitable question about ‘what makes you different?’ will always crop up. Prospects want to know that they are getting a great product at a great price with great back-up. In value terms, they don’t want to regret a decision afterwards. When you are asked ‘what makes you different?’, how do…

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What To Say When The Customer Asks, “Why Should We Use You?”

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your solution. What do they really want and need when this question, ‘Why should we use you?’ is asked? Well, they want confirmation and assurance that they are taking less…

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Use These DVP’s To Blow Your Prospect Away

When salespeople approach new or existing clients, there is always a form of anticipation, as they wonder how their ideas, products, services and offerings will be accepted by the potential buyer. On occasions, we see them very well-prepared, identifying goals and objectives before making the call, eyeing up opportunities that might present themselves. At other times, it seems like there’s…

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Ways To Make Your Value Standout In The Crowd

We often get asked to help salespeople craft their cold-calling script so that the recipient drools at the very thought of meeting with the salesperson and has sleepless nights waiting for the presentation that will change their lives for the better.  This utopian situation doesn’t occur very often/quite often/seldom/hardly ever/once in a blue moon/never in world history (delete as applicable) What’s happening here,…

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Are You Really That Different From Your Competition?

One of our clients had a particular dilemma, described here by one of the sales team: “Our clients think our products are just a commodity, and so mainly focus on the price against our competition. We know that our products are different, have differential qualities and will be better for our prospects than our competition’s will. What can we do…

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8 Questions That Will Help You Sell Your Uniqueness

How many times have you been told to sell your USP? You highlight how you can help your customer by selling something that is unique to you and your company. Many salespeople struggle with this because they have very little (if anything) that is unique to their business. The competition sell similar products, the guarantees are the same, the services…

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Are Your USP’s Truly Unique? I Bet They’re Not!

I just received an email from someone (who we will call Helen) who sells educational products. Helen wanted to know how to weave her USP’s like “100% moneyback guarantee” and “better account management” into her sales pitch when developing new business. Let me tell you right off the bat that these are NOT USP’s. These are “givens” If you’re stating…

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