Monday, August 01, 2011

Are You Different?

Kicking off a new week and month with this sales tip from

Be Bold, Take Chances
by Joe Guertin
Years ago, I made a sales call on a fast food franchiser...decked out in full uniform, from the shirts their counter people wore to their little hat and name tag. There were more than a few moments where I thought I'd get ridiculed for looking stupid. Instead, the client was impressed! The buyer said I was the only one who looked ready to go to work for them...and the sale was made on the spot. (Thanks, Glenda, for making me do it.)

"Don't Be Afraid to Innovate; Be Different." That's one of the Ten Secrets to Success, a feature of Investor's Business Daily, touting their best strategies for succeeding in business and life. "Following the herd," they say, "is a sure way to mediocrity." Very true. If you want to blend in with the pack, just do what they do.

A lot of times, buyers have a hard time telling one vendor from another because they all say the same things ("we can save you money" or "we're the best at..."). In today's high-stress business arena, sales superstars stand out and get noticed.

You don't have to act the fool to get noticed, but you should look for ways to break away from the pack. It might be with content-driven voice mail messages or creative mailings that stand out and say "this is unique!" I know salespeople who effectively use unusual props to deliver dramatic presentations.

Be professional always, but standing out and getting noticed is a sure-fire way to boost sales, and make it a lot more fun.

Joe Guertin specializes in new business and selling value vs. price. As a sought-after speaker and consultant, Joe has worked with thousands of salespeople, managers and business principals to measurable boost internal sales systems, customer development and team skill-building. Learn more at

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