What Makes You Different
What makes you different?
In a sea of competition, what makes you stand apart from the competition?
And perhaps of greater importance, do your points of differentiation equate to an improvement in your prospect’s situation?
Remember that most of your prospects fear change and would rather stick with what they know rather than get out of their comfort zone with something g new.
“The devil I know is better than the devil I don’t” is a common refrain.
If they aren’t shown a persuasive improvement, making the sale is going to be very difficult.
The work, the persuasion, is up to you, the salesperson. Use marketing to inform and educate, and then use your sales skills to demonstrate improvements, overcome obstacles, and persuade.