What differentiates the top sales professionals from the average sales professional? Well, we know that today, more than ever, this is a hot topic. And being able to find that differentiator proves to be the biggest value-add for you as an individual, or even for your organization. Want to know what it is? A growth mindset in sales.
A growth mindset is basically the simple idea that it’s not just about you being a talented sales professional, but it’s about you learning the secrets and learning the tools in order to make you a successful and top sales professional. What really needs to happen is having that proper mindset and that grit, that ability to keep going, that desire to go out there and drive the passion to really be the best at what you do.
Do not wish your customers get easier. Wish you get better at handling your customers.
Sometimes people just give up, and they say it’s the customer, it’s the market, it’s the competitor, it’s the price. Have you heard that before? But today we know that it’s not the it’s-the, it’s-the — it’s me. What can you do to get better at being able to show your value, show your differentiator to your clients?
A Story from Saudi Arabia
A few months ago, I was in the Saudi market with one of my food service clients. Together, we walked into the purchasing office of one of his clients, and the conversation wasn’t going anywhere. So I decided to simply ask the customer: “Given that there are more entrants currently coming into the Saudi market, given the fact that things are a little slow, what are you doing to differentiate your outlet so that you can attract more customers, increase the average spend within your outlets, and grow your business in this current market?”
He looked at me and said, “Well, that’s not a purchasing question, that’s more like a marketing question.” I asked, “Are you talking with the marketing department?” He said no. I asked if he could introduce us, and he said, “Absolutely — actually, I didn’t know that you guys could do that.”
When we later sat and spoke with the marketing director, the conversation was very useful because it was exactly what he was looking for.
So in this simple example, the biggest thing is not to give up. The biggest thing is to find a different way that you can make things happen — it’s not about wishing the customer becomes easier and giving them the cheapest price. If your product has value, but people don’t understand that value, are you talking with the right people within the account so they can see the value you’re offering? If not, what are you going to do about it?
Until next time, sell more, sell faster, and profitably.
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