Today take the time to look at the one commonality across all your customers.
It’s YOU.
They bought into YOU. Believe in YOU. Buy from YOU.
Sure there were products or services they paid for. Sure your company has great things about it. Sure you have differentiation from your competitors.
The truth is most often when I interview customers to find out why they buy from me OR when I interview my client’s customers and ask the same questions:
the competitive advantage is the salesperson!
When you’re asking about why you won a new client, a deal, got that order; listen for the pieces of the puzzle that are about YOU!
Then figure out two things:
1. what did those clients world look like BEFORE they had you? (this becomes part of your target market)
2. what does it sound like on the phone when you HEAR it, early in the relationship? (now you know what to listen for)
The key is to go looking for the people who need YOU!
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