OK, Crawford, what are you doing here? I thought great salespeople were always honorable. Yep, but there are advantages you have over your competitor they don’t have. So those I consider an unfair advantage because others can’t have them. And they give you a leg up when competing for business. Let’s look at how you create an unfair advantage.
First Unfair Advantage Is You!
Only the business you work for has you. So what, you may ask. The competitors have salespeople too. Yes, but they are not you. The knowledge, skill and experience you bring to the prospect is unique. How well you know the benefits of your product or service to the prospect is an advantage. Do you have the selling skills to convince your prospect your solution is perfect? Can you demonstrate experience where you have solved the same or very similar problem for a customer? Great salespeople have the skills to be a personal advantage to the prospect….