It’s pretty even out there on the sales battlefield. Everyone has access to the same talent, great sales technology and even the product & feature lists aren’t miles apart from one competitor to another. So what truly makes you stand out?
I believe this quote from Maya Angelou explains it perfectly.
“People will forget what you said. People will forget what you did.
But people will never forget how you made them feel”.
Your textbook demo tour of all the product features won’t make your prospect feel anything on its own. The emotion that’s felt is in your delivery. The master of this and the guy who always inspires me is Steve Jobs. Whatever you think of him you have to admire the way he sold his products in the late 2000’s.
He did 3 simple, but hugely effectively things.