A New Authority on Sales Training

Duck. Duck. Goose? Duck? What are you?

That is the look I want to see on your clients face after they listen to you. 

Below is the most common question you will get as a service provider.

“Your competition will _______ , so why should I pick you.” - potential customer

While I typically I never advise anyone I work with to dip down and entertain a direct answer to this controller question, today only I'll break my rule. 

First the truth.

My clients and potential clients (you) do not have this pressure packed phantom almighty person on your heels and waiting for you to drop a ball that is also non existent. 

Reality is what you make it. 

And now for another truth.

I can't stop you from answering a question directly regardless of what I know to be best. 

So if you are thinking of answering a question that puts you on the spot. 

Here are the ground rules: 

1. Prepare to handle yourself with a keen knowledge of your worth and the fact that your intent and state of mind can overcome any objection. 

This state needs to be as solid as lonsdaleite ( the stuff meteorites are made of)

2. You have to know that your value is more than it costs a person to hire you. 

This intrinsic value needs to be known by you. If your worth gets debated by others. It can not ever change your mind or convince you. 

3. You have to really believe number 1 and 2 of these ground rules. This is the only way you will be observed as earnest and full of conviction rather than arrogance. 

4. Have your answer ready even even you don't know the question. (Please see ground rules 1-3).

If you can check off 1-3 then I suppose you can proceed. 

So below is the question once again.

“Your competition will _______ , so why should I pick you since they say you all do the same thing and they will do it for me for less.”

(DISCLOSURE-I started recording myself answering this question. Here is one of my transcripts)

"I do not know anything about having competition. 

Let me rephrase- that sounded rude I know.

I know what you mean by the question- It is just that from my perspective I haven’t met anyone who is my competition.

This is not a pitch, I mean that literally and I owe that perspective to my clients who have my eternal gratitude for allowing me to work by their side.

What I mean is I have never encountered someone who does what I can in exactly the way I can.

In that way I never think about being picked. 

What I offer is not an interchangeable service. 

I do not sell anything for a discount because I charge fairly. 

I do not sell my services at a price other than the one I first disclose.

I do not sell in any traditional sense at all. 

The service I provide is paid for after I begin my work with you and I earn it.

I pick things like strawberries in the summer and suit jacket colors but when it comes to people-we decide to either work together or not.

I pick myself to be worthy of having a conversation with my clients, because I have something of value to offer.

We decide together. Like reasonable people do who can mutually benefit each other.

I am handing hundreds of thousands of dollars when I guide my clients as their partner in business so I say no to a lot of people.

I can manage your current problem with diligence.  

I am interested to see if we are a good fit.

I am not a person who focuses on how to get picked.

I respect my clients far to much to spend my time thinking about that.

Anytime I spend thinking about me is time I am wasting on my clients monetary investment to develop their business through me.

Considering I am paid to think and deliver results, I am not willing to focus on anything other than building my clients business. 

I keep a book of numbers that provides me proof that I am worth many times over than what I charge. 

As long as that book tells me the facts of what I am currently doing is providing the value I just stated, I will never spend anytime on convincing people that you get what you pay a discount for.

I would like to see you get the things you want. 

You have to decide if what you want is worth investing in. 

You are in charge of your decisions. 

I cannot make you value what you desire at a higher level than what you will get at this “discount”. 

However if you want what you say you want, this is the investment you will need to make in yourself.”

It isn’t about what I am worth.

I already have shown I charge less than that number,

The question is for you to answer.

The question is what do you think what you want is worth.

#strikeamatch