marketing + sales: Your Differentiating Sales Factor Makes for Sales Success
So how do you look at problems? Do you always see a solution that you can bring to your customer in a creative way? Do you look at obstacles as things that cause you to give up or as opportunities to help your customer? All of these things are what make up your DSF. When thinking of your DSF you can envision your BRAND (the Barometer reading of your Reputation, Attributes, Name and Distinctiveness).
How do you define your sales? Your DSF? If a job comes down to you or three competitors (who all offer mostly the same thing), do you bring enough differentiating qualities to the table to win the business? If not, have you asked yourself why? What tools do you need to improve on? Here are three recommendations:
1. Read the things that your target prospects read. If they are marketing directors, read marketing-related blogs and publications, so that you can continually provide them valuable information.
2. If prospects are not returning your voice mails or emails, work on ways to say less about you and more about them. Your messages must be short, creative and compelling.
3. Think zig-zag. Most salespeople are going to do things the same way (zig); do not be afraid to go in a new way (zag) and show your creativity, so that you stand out and the buyer remembers you. I encourage you to build, nurture and grow your DSF to be the best salesperson you can be.
By Ryan T. Sauers
Ryan T. Sauers is president of Sauers Consulting Strategies. The firm consults with printing- and promotional product-related companies across the U.S. Sauers is working on his doctoral degree in Organizational Leadership and is the author of the top-selling book "Everyone Is in Sales," with another book in the works. Sauers is a Certified Myers Briggs Type Indicator, DiSC Practitioner and Certified Marketing Executive. He writes national feature articles in publications and speaks at many national conferences on such topics as sales, marketing, communications, organizational leadership and social media. Sauers is also an adjunct university professor teaching leadership and organizational strategy to adult learners. For more information, visit www.ryansauers.com.