What’s the long-term value you bring to others? What’s the impact you make?
To be successful means we’re making an impact on others. To be successful, we have to have that point of distinction that allows the value we bring to others to truly stand out.
Being known by your customers as nothing more than a vendor is not a badge of honor. Being seen as a supplier isn’t anything better. To stand out, it’s up to you to be seen as bringing long-term value to your customers and it starts with who you are.
Years ago when I was in a corporate role, I had a salesperson who I did a lot of business with. His company was classified as a vendor to others in the company, but to me he was a person I wanted to meet with. The reason I wanted to meet with him was his engaging personality and ability to take a routine conversation and turn it into a deep discussion on business.
Whenever I finished meeting with him, I knew we had challenged each other and came away with better insights. The value of what he brought was his ability to engage and go deep with a conversation. Did I buy more from him? You bet I did, and I didn’t hesitate at all to get him in front of others he could sell to. The value he brought to me created more opportunities for him.
What’s the value you bring to others? How are you making a difference?
If you can’t answer these two questions, then your ability to move beyond merely being a vendor or a supplier is limited. Success comes to those who push beyond the norms and see being distinct not as something to run from, but rather as something to embrace.
Check out the video to see what I mean:
Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
Mark Hunter, your next keynote speaker:
Mark Hunter, CSP, “The Sales Hunter” is recognized globally as one of the top sales speakers, known for his challenging insights, high-energy, and passion to create change that he delivers each time he speaks, whether it be a sales kick-off meeting, corporate function or association event. Mark Hunter is the author of the best selling book, High-Profit Prospecting. Here’s what others are saying:
Mark presented “Accelerate Your Sales Prospecting” at the February 2015 Institute for Excellence in Sales program in Northern Virginia. He nailed it and gave the 150 selling professionals and business owners in attendance amazing tips, strategies and tactics they could implement that day. The sales leaders at our program universally acknowledged Mark as one of the top speakers we’ve ever had.
- Fred Diamond, Executive Director, IES Washington DC
At our annual company sales meeting we’ ve never seen a speaker work so hard, with advance preparation, with such genuine style of delivery, and with such hunger for results. If you weren’t on the edge of your seat….you were in a coma. Period!
- Mark Allen, Regional Manager, Marlin Companies
Mark’s strategies are innovative, easy to follow and easy to use in the “real world.” He customized his strategies to directly speak to the issues and challenges facing our unique business, and he helped us encompass specific selling examples. This training was very applicable to our sales staff, both at a senior and junior level, as it reinforced important sales techniques.”
- Danielle Pakradooni, Blue Man Group
Copyright 2017, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
I lived for a while in a village about 2.5 hours south of Sydney. The trades people in the area were generally bad at showing up. Then this handyman came on the scene and called his company “I Show Up”. And he actually did ! And he ended up with more business than he could handle. He was no better on the tools than any of the others but he showed up. That was his point of difference and the value he provided.