A short coaching monologue (YouTube video by Jim Johnson) criticizing typical sales pitches that rely on generic claims (e.g., "great customer service") and advising sellers to demonstrate tangible, touchable differences that customers can perceive before purchase. The speaker uses an anecdote about homeowners dismissing repetitive claims and emphasizes showing observable, experiential evidence of difference.
About 80% of the time, what typically happens is the salesperson goes into the house and here goes park and puke. We're so great. We're the best. If you don't go with us, you're just gonna. I mean, it's. Your house gonna fall in. It's gonna enclose. I mean, they talk about how great they are, and the customer boom shuts you down. They already. They're like, yeah, great. This is the same thing we heard from the last three people. You know, it's like taking the estimate, throw it on the pile. You have to be different. Talk about how different you are. Now, when I do this, I'll go up to the owners, and I went up to us to say, what. What is it that makes you different? And they says, we have great customer service. And I'm like, oh, my. That's it. You have great customer service. Oh, my gosh, I'm done. I can catch a flight home. And they're looking at you like, really? I'm like, no. Great customer service is earned. They get to see that afterwards. It. It has to be something they can touch, they can feel, they can learn. That's something different.
