Regardless of your occupation, business, field of endeavor,
vocation, etc., you will often need to be able to give a concise,
convincing, compelling explanation and answer to the question, "Why
should I do business with you?" Can you explain how you are different
from the pack, and how those differences are meaningful to others? In
doing this, there is a need to avoid the generalities, banalities, and
cliches that we so often observe individuals relying on, and falling
back on. Have you ever considered the essential question, "Can I sell
myself in a meaningful and effective manner?" In my over three decades
of training thousands in multiple modalities, I have discovered that few
people seem capable of seamlessly focusing on how and why they are the
best choice or option for others to choose! For those in the real estate industry, for example, agents and brokers must forcefully present a quality case of reasons why either a buyer or a seller should select them.
1. What is your specialty or niche? Do you believe strongly enough in your strengths and abilities to differentiate yourself? Have you ever been willing and able to be both objective and introspective enough to develop a sufficient amount of inner strength and fortitude to express why you are a better choice or option? In most businesses or fields of endeavor, we each have a large degree of competition, yet rarely is there any emphasis in training these individuals to develop the abilities to answer the basic question being explored in this article. For example, there are many stockbrokers and real estate agents, yet few of them can give you a compelling reason to select them! We witness repetition of the same platitudes and cliches, which end up creating the impression that there is little difference. For example, cliches such as: "I care," "I'll market for you," "I've done a lot of business in that market," or falls back on discussing services offered rather than what it means to someone else, are, in no way, compelling arguments!
2. How are you different? What do you do that will motivate others to select you, rather than the competition? Are you willing to truly listen to needs, relate effectively, and believe enough in yourself to state that one of the compelling reasons to select you, is, indeed, you? What do you bring to the table, and how are you better able to use the systems, techniques, etc., that others also have access to? Why is your way better? Can you answer without hesitation, in a confident manner that motivates others to be attracted to you? Have you perfected the skills necessary, especially as they relate to negotiating, sales skills, and addressing concerns or objection?
Do you believe, in your heart of hearts, that "I'm me, and they're them, and that's why I'm better"? Why is that a truism and not another cliche?
1. What is your specialty or niche? Do you believe strongly enough in your strengths and abilities to differentiate yourself? Have you ever been willing and able to be both objective and introspective enough to develop a sufficient amount of inner strength and fortitude to express why you are a better choice or option? In most businesses or fields of endeavor, we each have a large degree of competition, yet rarely is there any emphasis in training these individuals to develop the abilities to answer the basic question being explored in this article. For example, there are many stockbrokers and real estate agents, yet few of them can give you a compelling reason to select them! We witness repetition of the same platitudes and cliches, which end up creating the impression that there is little difference. For example, cliches such as: "I care," "I'll market for you," "I've done a lot of business in that market," or falls back on discussing services offered rather than what it means to someone else, are, in no way, compelling arguments!
2. How are you different? What do you do that will motivate others to select you, rather than the competition? Are you willing to truly listen to needs, relate effectively, and believe enough in yourself to state that one of the compelling reasons to select you, is, indeed, you? What do you bring to the table, and how are you better able to use the systems, techniques, etc., that others also have access to? Why is your way better? Can you answer without hesitation, in a confident manner that motivates others to be attracted to you? Have you perfected the skills necessary, especially as they relate to negotiating, sales skills, and addressing concerns or objection?
Do you believe, in your heart of hearts, that "I'm me, and they're them, and that's why I'm better"? Why is that a truism and not another cliche?
No comments:
Post a Comment