Anyone (who’s good) in sales would ask themselves that question. “What makes me different?”
Value.
Value is always the key element. Sure, the products that you sell are available somewhere else, at a lower price. Does that mean that you should cut your own pricing just to compete? If that were true, then every single mom-and-pop store in the world would just close up in the face of hypermarts like Carrefour and Giant. But why are they still around?
They offer convenience. And that is a glaring example of value. Huge corporations can afford to cut prices down to the bone, but corner stores will always have a place in the heartlands, as they have given value to the community around them.
“But what value can I offer?” I hear you say. Oh ye of little faith. You should have faith in yourself. In the end, that is the value that you’re offering. You.
No, don’t think silly thoughts. I’m not talking about anything that’s reserved only for your significant other. I’m talking about things that would cost you nothing but would bring so much value to your customer, they would be crawling through the crowd just to do business with you.
That must be your aim. To be so good at what you do that people would not want to do business with anyone else, that your service is so good that without you, the company you work for would close up shop.
Now, if I were to write down everything I’ve ever read or learned about selling, it would be a 500 page novel. So what I’m gonna do right now is just bring up a single key point that would give you an example of how to add value to your service. I’ll probably add in new parts as I go along updating the blog, so keep checking the blog out!
Tip 1: Give them your attention
Sounds simple doesn’t it? But giving them attention is so much more than just watching their lips while they move and taking the money out of their hands. Giving attention means taking notes, knowing what they would need at a particular time.
It’s sort of like how you should treat your girlfriend 
Adults miss the time when they were little children, when there were others who would fawn over them and give them anything their hearts desired. They want the attention.
That’s why we all need friends. Friends know what we are going through and would give us the attention if we required it. And that’s what you should be doing, giving attention to them and taking a personal interest in their well-being.
“But Sebby,” you ask. “how does one actually take a personal interest in let’s say 50 people?”
Technology is a fantastic thing. It allows you to take notes and get organised a whole lot better than before. In a single click, you can send an email to every one of your clients wishing them a fantastic new year. With PDAs and calendar functions, you can always be aware of their birthday and send them a greeting.
Like I said, it’s the small things that count. I’m not asking you to help deliver his wife’s baby (though that would be a huge bonus :p). I’m just asking you to pay attention to certain small details. Birthdates, anniversaries, heck, if you can remind them to pay their insurance premiums regularly, I assure you that you will be the best agent they would ever have!
Little things add up to great value in the end. Heck, even if they add up to little value, it would be more than what your competitors are doing. Chalk one point up to human nature! Not everyone does these things even though they would be earning big bucks. Most are just plain lazy.
Is that you?
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