Short YouTube monologue advising salespeople how to distinguish themselves when prospects ask why they should switch vendors. Recommends avoiding generic claims ("we're the best"), instead asking questions, expressing uncertainty, and prompting the prospect to describe current suppliers and results to lower the prospect's guard and open a meaningful conversation.
Hey, why should we go with you? We already have somebody that does that. When you get that question, what do you do? You sound like every salesperson sells anything that says, well, the reason why you should go with us is because we have the best this. We have the best this. We've been the number one rated this. And what does that do? It causes your prospect to be you, like everybody else, lower status, just another salesperson trying to sell me something. So instead of sounding like everybody else, you got to get them to let their guard down. So the first thing you got to say is, well, I'm not quite sure that you should yet. You know, I'd have to know more about what you're using with X and Y and Z, and kind of the results you're getting from that, because maybe you're better off staying with who you already have. Like, who do you actually use for xyz? And then you're right into the conversation. Now, do I know I can help them? Yes. Do they know I can help them? In the first 30 seconds to two minutes of the conversation? No.
