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 differ very little; so how can you sell something that is unique to you?

Start by asking yourself some questions that will focus in on the differentials you can bring to their business.

In what way can your product or service increase their revenues? This concentrates on what you can specifically do to help them achieve their goals, better than your competition can.

Put yourself in their shoes. How many more products could they sell that you supply? Research what their market potential is so you can assist them in developing new markets.

How much are those sales going to be worth to their bottom line, and how are you uniquely positioned to help them achieve them? This puts you in clear contention to be their favoured supplier.

If you sell items that will reduce costs, how much will your products and services save them in terms of stocking and other overheads? Maybe this is an area that can be highlighted?

Another question: How will you help the customer deliver better performance to their clients? If you make them look good, they will thank you for it by becoming a loyal customer.

Here’s another: What after-sales support can you offer that would reduce the risks of a new prospect using you for the first time? That risk-reduction could make the difference between a sale and a lost opportunity.

How will you help the customer reduce the negative impact of the problem they are facing? Address all the problems they face that has an effect on revenue and profit.

How can you ensure your company offers solutions no one else does? Make sure these are quantifiable to the client.

These questions will help you achieve that level of uniqueness in the customers eyes, and make you stand out above the rest, in your quest for partnering with businesses.

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

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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 that 100% moneyback guarantees are unique then you are not doing your homework on your competitors! They are most likely saying the same things to the same prospects who you want to get business from!

The result?

Nothing becomes unique. And if you add to the mixer that your prospects expectation levels are higher than ever before than it’s a wonder that you don’t receive a “So what?” from them when you say that they’ll get their moneyback and replacement if your widgets do not do their job as they should.

Well, boo bloomin hoo!

Here’s what you should do:

Now you should know and appreciate that most USP’s are not unique and you can actually use this to your advantage. You can even elude to most of your competitors USP’s in your sales pitch. For example:

“Now the companies that have met with you to discuss their widgets have most likely promised you “Better service levels” and a “100% moneyback guarantees” as their unique selling propositions but we believe that these are standard and are services that you should expect to receive as a given. That’s why our money back guarantees are truly unique because no-one in the marketplace is offering such a guarantee. You can purchase 20 of our widgets today and if any of them breakdown we will not just give you a full refund and replace them but we’ll give you a full refund, replace them all plus we’ll give you an additional 50 widgets….”

Now that guarantee is a USP! It’s unique! A simple 100% moneyback guarantee is just “a given” in todays marketplace.

Now is a good time at the end of the year to review your current USP’s and ask yourself whether they are really unique or not? What makes you stand out from the rest? And how can you put down other suppliers USP’s in your sales presentations without putting them down (if you know what I mean!)

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training
MTD Sales Blog

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

Click on the image below to find out why you’re very existence as a sales person is in doubt…