If you’re avoiding controversial topics, you’re missing out. This video reveals how tackling tough industry issues head-on can set you apart.
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We’ve been talking a lot about creating confidence, about creating value, and around asking questions to differentiate yourself as a salesperson and help your buyer make a decision that they’re happy about.
One thing I’ve noticed about all the top sellers that I’ve worked with in the last year is they’re not afraid to use controversial situations to their advantage in the sales cycle.
Now, of course, they’re not going to be talking about politics or religion.
That’s not what I’m talking about.
But I’ll give you an example.
One of my clients is in the energy sector in California, right.
We all know that California has implemented some pretty strict laws around engines and oils and gases and energy, and everybody has an opinion on them.
Right? Especially the people that my client sells to because they’re buying these products.
And he knows that they either love them or they hate them.
And it’s not his job to agree or disagree.
But they’re all confused by them and they all need help navigating this new world of compliance and regulations.
And if he can be the one to help them, he’s going to win the business because no other seller that he’s working with, that he’s competing against wants to even touch the subject.
So he brings it up.
Undoubtedly, you’ve heard about ABC regulations.
What are you doing about it? Sometimes it sends the client off on a bit of a tangent about how they hate it.
Sometimes it sends the client off on a bit of a tangent about how they think it’s the right thing to do for the economy and the environment.
But at the end of the day, they all are like, oh, it’s frustrating.
It’s difficult.
I don’t know what to do.
Can you help me.
By not being afraid to talk about something that’s controversial but highly important to that industry, he is able to differentiate himself and show additional value.
So don’t shy away from the tough subjects.
I’m sure your clients are dealing with things that are confusing and maybe controversial, but you should tackle them because no other seller is willing to.
Don’t forget to check out: Get These People Involved!