If you truly want to make more money in your sales career, if you really desire to close more sales and grow to be the Sales Leader you have always wanted to be, then it is time for you to become Sales Distinctive! This is going to be quick and easy. Before we begin you will need a swinging watch because I am going to hypnotize you! Okay? Ready? Have your swinging watch? Good . . .
Let’s begin. Close your eyes. Imagine a peaceful place that you have always wanted to belong . . . feel that deep sleep coming on . . . DEEP sleep. Good. Now, tell me what your #1 Top Secret Distinctive Sales Technique is? YOU: “I give out Starbucks Gift Cards. I give out Starbucks Gift Cards; I give out Starbucks Gift Cards!” Wow. I’m impressed. Giving out Starbucks Gift Cards? That is the most distinctive sales tip I have ever come across! Okay, I just snapped my fingers. It’s time to WAKE UP. You are not dreaming . . . this is . . . R – E – A – L – I – T – Y. And the reality is this; if you are using the proverbial Starbucks Gift Card it is time to start understanding SALES DISTINCTIONS. And by reading this article I guarantee that you will make adjustments to your follow up procedures and you will close more sales!
Sales Distinctions are a very important part to becoming “Sales Attractive” in your sales and marketing plan. Your personal and professional distinctions are something that you can control; they are easy to accomplish and maintain. Why? Because most salespeople are not distinctive – all they do is follow one another. Or, they’re afraid to venture out to untested waters.
It’s okay to be distinctive. It’s okay to be different and do things differently. It’s okay to stand out in a crowd. That’s where the adventure begins! Being distinctive is an Attraction skill that each salesperson should place high significance on. Give your Advocates and Clients reasons to want to work with you – being “distinctive” is a great place to start.
The dictionary defines DISTINCTIONS this way:
• Being different from others
• The act of distinguishing
• The condition or fact of being dissimilar or distinct
• A distinguishing factor, attribute, or characteristic
• Excellence as of performance, character, or reputation: a diplomat of distinction
• A special feature or quality conferring superiority
• Recognition of achievement or superiority
If you dig deeper in your sales processes you will see that most of your skills are non distinctive. Again, is what you do REALLY distinctive and does it set you apart from the Sales Pack? Example: Mailing Holiday Cards to your clients, is that really DISTINCTIVE? (SPECIAL NOTE – My coaching clients never send Holiday Cards in mass – they replace that technique with something more distinctive!) Come on . . . really think and feel your way through this, you CAN do better!
Let’s look at some broad based personal and professional distinctions that you might want to consider:
• Immediate & Precision Based Follow Up Skills (this could cover 100’s of ideas)
• Using a Calligraphy Pen for Follow Ups
• Use BRIGHT Colored Envelopes With FUN Stickers
• Tea Bags in Mail – Have a “Tea” on Me!
• Crinkled Sales Letter
• Send a Personal Letter to The Product Instead of the Client
• Video E-Mailing Vs. Regular E-Mail
• Fax Versus E-Mail or Mail – Yes, Faxing is making a Come Back! (watch for my new article on this subject!)
• Manicured Nails if You Are a Guy!
• Increase Your Dress Standards – Get a Personal Tailor
• Increase in Your Health & Fitness – Get Lean!
• Use of the Outlook Calendar Invite Feature for ALL Sales Appointments & Phone Calls
• Purchase a Domain Name On Behalf of A Client
• STOP Answering the Phone When It Rings
• Send An EMPTY Envelope Through The Mail; You’re Asking “Okay Chuck, WHY?” Gotcha!
• Purchase Shredded Money – Place a small amount in your letter or card. Write on the note:
“Save more money by using (your name) and (your company name)!”
Feel Free to Add Your Sales Distinctions On My Blog at The Bottom Of This Article!
ACTION ITEM:
Implement These Action Items RIGHT NOW – Remember, Make Them Distinctive!:
Identify Your Top Three Professional Distinctions:
1._______________________________________
2. _______________________________________
3. _______________________________________
Identify Your Top Three Personal Distinctions:
1._______________________________________
2. _______________________________________
3. _______________________________________
Now, for the most amazing sales distinctive idea I have ever come across in 20+ years of being involved with sales. I recently met a sales person who resides in Central Texas. After five years in the financial planning industry he had become a HUGE success. He had over 2000 clients in his database, he does ABSOLUTLY no advertising, and most importantly, he now works only FOUR days a week. (The fifth day he volunteers for a charitable organization).
Yet, during his typical four day work week he has only three appointments a day and they all happen right at his office. Clients FLOCK to see him. He has a nice office, comfortable food and beverage, and just a wonderful setting that makes his clients want to do business with him. His typical appointment last about two UNHURRIED Hours. So, what are his MAIN Sales Distinctions?
His #1 Sales Distinction?
He sends a limousine service to pick up his clients and bring them to his office! After the appointment is concluded, the limousine service takes them back to their home or office! Remember, he spaces his appointments so the clients are not hurried and thus have a positive and distinctive experience with him.
His #2 Sales Distinction?
Once a year he provides a Holiday Bonus to his top twenty five clients. Remember, his top twenty five. The clients are aware of this! They have to be in the top twenty five to go on the Holiday Bonus Trip. Sub conscious note – they invest in larger amounts of his product so they qualify to go!
Now for the trip – he rents five limos (five clients per limousine) and treats those twenty five VIP’s to a special holiday dinner at a fabulous Dallas restaurant. After dinner, they are ushered off to a special holiday theater production of A Christmas Carol. They then return home via the limousine service!
That . . . my sales friends . . . IS DISTINCTIVE! This sales person truly understands what being Distinctive is all about. His clients do nothing but talk about him all year long. It was easy for him to build a referral based business once he understood the power of being Sales Distinctive. Talk about T.O.M.A.! His Top Of Mind Awareness with his clients is off the charts!
For those of you reading this . . . START TODAY. Not tomorrow, RIGHT NOW! Don’t procrastinate, get going. It does not have to be a limousine service, it could be as something as simple as sending a thank you card the moment you meet a potential new client or just using an envelope that is a bright color.
Remember, whatever DISTINCTION you choose to start with, create a 30 day discipline. Commit to doing this one distinction for 30 days. You may even commit to doing the distinction multiple times per day. Open up your Outlook Calendar, and log it in for the next 30 days by using the recurrence feature. Follow your plan and watch, after 30 days of disciplined activity, your Sales Distinction will then turn into a HABIT. I know you can do it, get started on this TODAY!
Need more ideas on Sales Distinctions? Then review the numerous free articles and videos at www.chuckbauer.com or www.cbsalestools.com
Questions and/or Comments?
Please respond to my blog at the bottom of this article!
After only one session as Sales Coach Chuck Bauer's client, your sales expand INSTANTLY. Benefit from sales trainer, mentor, coach, and sales manager Chuck Bauer's decades of experience and leading-edge research into how to sell, sell, sell. A member of the National Speaker's Association, Chuck spends his time in front of large groups giving seminars, individually on site, or over the phone, teaching, supporting, and yes, selling. Published author, in print and online, Chuck's information on selling effectively and efficiently appears worldwide. Based in Dallas/Fort Worth, Texas, instrument-rated pilot, committed body builder, and mountain biker Chuck Bauer consults nationally and internationally with individuals, independents, small businesses, and multi-national corporations.
In 2011, he conducted 623 One-On-One Coaching sessions (many video recorded), he visited 44 cities in three countries, coached on 141 LIVE face-to-face sales presentations, coached on 433 LIVE sales phone calls and conducted 45 Sales Seminars. This type of INVALUABLE experience can help take you and your company to higher levels.
February 24th, 2009 at 10:24 pm
That’s good stuff, where do you get the shredded money?
February 24th, 2009 at 10:41 pm
Shredded Money: http://www.oldcash.com/index.html
Their website is pretty easy to navigate, keep me posted on any progress from some of these “distinctive” items. I’m surprised you didn’t ask where you could buy a limo!
February 24th, 2009 at 10:52 pm
This hit me right between the eyes. I actually think Chuck was making fun of me but hey, it’s alright
I see myself as well as my entire staff just following each other and not stepping out of the box and being distinct.
February 24th, 2009 at 11:13 pm
Think about this from a larger scale. Yes, we talk about your internal staff yet what about the 500+ salespeople you deal with. If they only took a few of those suggestions! What it might do for their business! Beyond that, maybe you and Dallas could go in together on a limo! Keep up the good work my friend!
Chuck
February 25th, 2009 at 12:10 am
Hi Chuck,
great article! what exactly is:
Using a Calligraphy Pen for Follow Ups? I’m not sure i’m picturing the usage properly…;)
thx,S.
February 25th, 2009 at 12:23 am
Thanks Sarah, every so often when I pull out the HALLMARK stationary I will also pull out the Calligraphy Pen, just to give my personal note a little more UMPH and Sales Distinction! Caution, those pens can be a pain in the you know what because of ink, etc.
February 25th, 2009 at 1:41 am
Great ideas!! I love the idea of having a set event (ie.viewing of Christmas Carol)that you are known for…..now I just need to come up with one!!
February 25th, 2009 at 2:05 am
Jason, a friend of mine Mike Emmick does some special trips I think on motorcycles from Kansas City to somewhere. He is a registered rep for RBC Wealth Management. I’ll see if I can find out and/or ask him to post his trip info here. Great ideas, keep em’ coming ya’ll!
February 27th, 2009 at 3:34 pm
You are amazing. This information has lit a fire for me. I have been in a slump, but with this article I am pumped and ready to follow your advice. It gives me a lot to think about and I’m excited about it. Thank you for all you do, I will be forwarding this article to all those that work with me. Allie Stingley
February 27th, 2009 at 10:46 pm
I am glad that this helped “light” the fire. We all need a little “boost” every once in awhile! Keep me posted on your progress! CB
March 9th, 2009 at 1:59 am
Some Distinctive Ideas:
1. Deliver Pizza(s); put a catchy saying/soft sell on the top of the Pizza Lid.
2. Green Eggs and Ham Book- Deliver this live or in the mail with a catchy phrase.
3. Care Package- depends on audience but given their industry and deadline, it’s nice to deliver or send a care package to help meet their deadline ( e.g. Crackers, Cookies, Candy, Aspirin, Fruit, etc.)
March 9th, 2009 at 11:52 am
Thanks Denise, all who read this will get a few NEW and INNOVATIVE Top of Mind Awarness ideas!
December 24th, 2009 at 8:32 pm
This was what I needed to know. I love this kind of inside info.
December 25th, 2009 at 12:23 am
Glad you liked the information. As you can see the site is filled with free sales information. If you would like a copy of my sales quote book, go to this page and fill out the EZ form . . .http://www.chuckbauer.com/salesmastery-book-of-quotes/get-a-free-salesmastery-book-of-quotes/
Best for 2010!
SC Chuck Bauer