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While doing some recent sales training I was asked the following question: "Ryan, if every one of us in this room offers, for the most part, the same things at the same price points, what make one of us better than the other?"
My answer was simple: the salesperson. Every salesperson has what I like to call a "Differentiating Sales Factor (DSF)." This is what makes him or her unique. See, people can copy your ideas and duplicate your offerings, but they cannot be you. They cannot replicate your DNA. Basically, if your offerings are the same as the person you are competing with, then you are the X-factor. The question is: Which one of you is more skilled in your craft? It is that simple.
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