If you can avoid being the same as the majority of salespeople out there, if you can create a differential and stand out from the crowd, your efforts, combined with the selling skills, will create greater sales for you. The differential is important but it is not the only thing to be considered. Within your differential you should look to demonstrate the strength of your offering; demonstrate without doubt you are sincere and passionate about what you do and that the most important aspect is the solution for the people you’re talking to. Some of the areas you can concentrate on to create the differential might include the following:

Make sure you have detailed knowledge of the prospect – Use the power of the internet, use the experience and knowledge of gate-keepers, clients and suppliers to give you all the background information you need to show the prospect that you really understand them and have regard for their needs.

Prepare your presentation with care – Take as much care as you can on each and every presentation you give. Remember preparation is key to your success. As part of the preparation make sure you give thought and prepare for all possible objections which could be raised by the prospect during your presentation.

Adopt the timing of the army – It was drummed into me during my years in the army, always be ready five minutes before the allotted time for the parade. I’ve never forgotten that all important discipline and have taken it through to my business career. It is far better to arrive a few minutes early than it is to turn up late. I always feel arriving late shows a lack of planing or respect. Sometimes things happen and you can’t avoid the late arrival. In these rare cases phone ahead and let them know with as much notice as possible. It won’t change you being late but at least it shows some respect.

Learn to be persistent – If you’re going to be successful you need to be persistent in all your efforts, not least in gathering the all important information you need to give a great presentation and do a great job overall. Persistency in all aspects of the sale is a really vital part of your differential and will make people think "Wow this person is good!"

You’re a professional, so act like it – If you want to be taken seriously, if you want to make the serious money, then you need to be a professional and act professional all the time. Being professional doesn’t mean you can’t have some fun, it does mean take it seriously, always look and act the part. Make the prospect feel they are the most important person in the room.

Don’t be shy, get to the point – It is really refreshing to speak to someone who gets to the point and talks straight, you need to be one of those people. This doesn’t mean be abrupt or rude. It does mean say what you have to say, say it with respect then shut up and let them talk, make notes, listen, observe but never interrupt, your turn will come around again. Be different, be memorable.

Show your confidence – You need to install confidence about you into your prospect. The more confident they are of you the greater the trust, the greater the trust the more sales you’ll make. So concentrate on building that all important rapport and keep building. Use humour, be certain of what you’re saying and say it with confidence.

When it comes down to it – It’s all about you, it’s all about the confidence you have in yourself. Be positive, think positive, act positive and remember those famous words of Earl Nightingale; “…you become what you think about..” Be memorable and stand out from the crowd.

When you start working on your confidence and developing your persona to be demonstrably different from the crowd, think about what you are doing saying, the way you are acting, the way you dress and hold yourself, the reputation you’re building or want to build and ask these questions as if you were the prospect:

• Would I buy from me?
• Would I trust this person?
• Would I be motivated to take the right action?
• Would I be memorable for all the right reasons?

Putting all this into action is not easy and will take effort and patience. It won’t always work for you and probably not for the first few times. That is why there are so few exceptional sales people out there, most give up too easily or too soon. Believe me, all it takes is some effort, preparation, rehearsal and confidence in your ability. It will make a positive difference to the lives of those you come in contact with. Don’t give up, never give up.

You need to keep your eye on the goals you’ve set for yourself. Keep focussed on the target, always have those dreams and your mission at the front of your mind. Show your passion. If you have no passion, get off the bus and find the right one for you. Never let the people see you worry about things. Your aim is to get them to feel your belief in the product and yourself, your passion and your confidence. Above all Never Quit!