I’ve been in a number of situations where I worked with a company or a product that wasn’t the best. You know the scenario — we weren’t the least expensive, the most feature rich, the most flexible. We were a good company or had a good product, but we offered nothing special.
Or did we?
What I always thought we offered far superior to any competition were ourselves — outstanding sales, service, and account management. I always thought my team and I were the superior component in the deal. We were always — and continue to be — the unfair advantage.
It’s no arrogance. It’s an attitude, a goal, and a way of being.
In any deal, you are the most important part of the offering. You are the one thing that can’t be bought from the competition. As long as your offering meets the basic and most required features and functionalities, you are the difference that matters most. And that’s the best news you can have in sales. That means the deal is yours to loose.
Can you be replaced?
Can your completion deliver better follow-through, representation, and creativity? Can you be beat in delivering superior service? Can someone care for your prospect more than you? If so, you’re screwed. If not, you can’t loose.