In Competition

Donald Kelly, TSE Hustler's League, The Sales EvangelistAre you just going to be like just everybody else trying to fight based on price? Today’s snippet is from one of our past sessions over at the TSE Hustler’s League where I talked about the unique differentiating factor you can bring to the table. So you can stand out from what others are doing.

The TSE Hustler’s League is designed to help sellers who don’t have a training process, whether you’re working for a small organization or for a large organization and they’re still not willing to invest. Our new semester is coming up in September so check it out!

Understand how others are selling.

What is something everybody is doing in your industry? Take the five competitors in your industry and further break it down into your top three. You will probably notice that they do the same exact thing.

Creative ways to get intel about your competitors:

  1. Join their email list.

Use a different email address. The goal is to understand what they push the most.

  1. Attend their webinars.

Most industries have seminars and go out there like a secret shopper trying to see what things do they push in their webinar.

  1. Enter their buying process to learn.

Just investigate and see what’s the unique selling proposition do they push. What do they do at the beginning of their sales process?

  1. Read their case studies.

Understand how customers talk about them, what they value, and what they push most.

  1. Follow them on social media.

You can also go on their news page through Yelp or Glassdoor to help you understand what their employees are saying about the organization.

5 Top Things that Can Make You Uncommon to Your Clients:

  1. Send a thank you card or something in the mail.
  2. Tailor your selling and demonstrate what you preach in the sales process.
  3. Go above and beyond your call of duty.
  4. Create experiences for them that can make you different.

Episode Resources:

Yelp

Glassdoor

The Science of Selling by David Hoffeld

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Donald Kelly, The Sales Evangelist