"It takes nothing to join the crowd, it takes everything to stand alone."

Hans F. Hansen

Let this one sink in for a moment...

Business executives will not engage in a business conversation or buy from you if they don’t understand why they should pay attention to you.

What sets you apart from your competition? It's up to you to prove it. I'm concerned as many in sales struggle with what sets them apart from their competition.

How do you grow your business in a market which looks like a sea of sameness, where you and your competitors are viewed as interchangeable and don't have any particularly warm feelings towards any of you? 

Sales professionals avoid swimming in the sea of sameness

Follow along with me...

There are 15 salespeople in your marketplace, all providing similar services, solutions or products to that of yours; what makes you different? What makes you standout?

I know what you're thinking... And quite frankly, no one cares how long you been in your industry,...

"To be successful, you have to have your heart in your business and your business in your heart"

Thomas Watson, Sr.

Today’s selling environment is turbulent and full of turmoil. It's much more challenging and complex than ever before.

Is it me or has the gap widened between a sales rep and a sales professional?

Substance, sincerity and heart... where has it gone?

In uncertain and challenging times, sales professionals rise to the occasion. They recharge and reactivate their heart. Unfortunately, the opposite happens with sales reps. They whine, moan and groan as they beat themselves up with the mediocrity mallet.

According to the Urban Dictionary, whining can be defined as...

"Someone who won't stop complaining about everybody else, but yet gets mad when they hear other people complain. They usually pay more attention how other people make them feel than to what they are actually saying."

Sales whining and mediocrity is at an all-time high. The Centers for...

“The greatest threat to success is not failure but boredom."

James Clear, Atomic Habits

Raising the bar, going above and beyond... what has happened to the "cherry on top" sales experiences. Stop with the ho-hum experiences!

My question to everyone in sales...

What kind of memories and experiences are you creating for your clients?

Within the sea of sameness and mediocrity that exists within the sales world, the client experience does matter. Get it right and watch what happens to trust, loyalty and consistent repeat business.

How many of you are you making your customers yawn? What's even worse is how many are simply just ignoring you?

At this very moment in time...

How many in sales as well as their leadership would even know if their

clients are bored with them?

Some of you can relate to this. The same salespeople and management who have worked at the same place for 20 years, who are sitting at their same desks with little to no enthusiasm; they simply just exist....

“It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” - Warren Buffett

Often times, we hear and intermix the word 'customer' and 'client', but what does it mean?

When it comes to the experience they receive the same can be said.

According to the American Heritage Dictionary, a customer is someone who buys goods or services from a store or business. The word client can also mean customer, but it has a separate definition as someone who receives professional services.

In the context of business, the two terms are often applied differently based on the types of relationships built. Customers are typically people who buy products or services you supply. Conversely, clients buy and seek out your personalized advice to their particular needs.

When it comes to the experience they receive this can be based on quite a few elements, but I believe it boils down to perception. It's the perception...

“Formal education will make you a living; self-education will make you a fortune." - Jim Rohn

Question for all those in sales...

"Whose responsibility is it to ensure you have the skills, knowledge, behavior and tools needed to engage in meaningful conversations?"

Do you know more about what you sell than your clients or prospects? I would sure hope so!

Do they believe you do? Do they see you as an advisor?

Are you sharing with them you know what's going on in their marketplace?

Are you sharing valuable insights and bits of education? Imagine them saying,

"Maybe I should listen to this person."

Personal accountability and self-education, it's the foundation of sales success. How much of your success would you say is up to you? The choices you make, your actions and your behaviors will all make you or break you in sales.

If you want to live a successful sales life, you must take your own education and learning into your own hands.

Here's the deal, before...

“The keys to brand success are self-definition, transparency, authenticity and accountability.” - Simon Mainwaring

Transparency reveals your character. Transparency is all about intentionally sharing your soul to the world by showing your true self to others.

Being transparent is powerful. It's hard to be transparent if you're not transparent with yourself.

“The privilege of a lifetime is to become who you truly are." - Carl Jung

Those professionals who live a transparent lifestyle, hold nothing back. They throw all their cards on the business table.

Many in sales talk about transparency, however; the talk doesn't match the walk.

A TRANSPARENT WINDOW

In a post trust sales world, transparent communication is mission critical to your sales success.

Transparency breeds trust. Without trust, what happens to the foundation of client relationships?

My friend, Todd Caponi, clearly articulates transparency in sales, by stating:

"Transparency sells...

"No matter what's behind us in the rearview mirror, it's always about what's next." - Dabo Swinney

In crazy, chaotic and crisis filled times; sales professionals take charge and double down on themselves.

If you allow these uncertain times to sneak up on you, rob your motivation, cause depression, and stop the work before it starts; then you're in for a long sales road ahead of you.

One of my favorite rock bands growing up was Boston. 40 years later the lyrics within this song are as relevant today as ever.

It's a new horizon and I'm awakin' now

Oh I see myself in a brand new way

The sun is shinin'

The clouds are breakin'

Cause I can't lose now, there's no game to play

I get it, it is human nature to review our past. After all it is what has led us to where we are today.

Many of us in sales are stuck in the past, dwelling on the past and wishing what was will be.

What happens if we decide to consistently look ahead as opposed to reliving the past?

Our past is...

“Whether they stem from business or personal situations, our relationships are what support us, connect us, and allow us to progress in all aspects of our lives.” - Michelle Tillis Lederman, 11 Laws of Likability

Your clients are undeniably one of your most precious assets. Without them would you exist in sales? The more you understand that meaningful and credible relationships with your client's matter, the more successful you will become, end of story.

"Your clients smell what you're cooking and not cooking really fast."

Building meaningful relationships and connecting with your clients is mission critical to your sales success. We as humans crave and value relationships.

Do you think your clients crave the same?

Relationships are a part of human nature. We long for and value relationships. It's hard-wired in our DNA.

"The more you give, ultimately the more you receive."

On a scale of 1-10...

• How well are you personally engaging with your clients?...