What makes YOU different?

I have an exercise that people who work with me (and have worked for me) have shared is critical to their continued sales success.

Many of them will also tell you it made them sick to their stomach when I made them do it.

Still reading? GREAT

EASILY UNCOMFORTABLE: ask your friends what they value about your friendship.

• the key to this AND the next part is to write down whatever they say – not your interpretation, not a sanitized generic version, exactly what they say.

STOMACH CHURNING: ask both your newest customers “why did you buy from me?” and best customers “why do you continue to buy from me?”

• NOTE this isn’t about your product / service or even the company you represent. it’s about YOU. Perhaps that is why people find it so difficult to ask.

THE BONUS ROUND: ask people for three words to describe what working with you is like.

Now take all that great data and BELIEVE those are the most important things that separate you from your competition.

1. Leverage them (notice I didn’t say tell them) to show prospects the experience of working together during your sales process.
2. Make sure you KEEP doing all those things to keep your customers.
3. Work at getting even better at the things that people find valuable about you!