Selling Together #11: Want To Stand Out From The Crowd Of Sellers?

Happy Wednesday!

In 5 minutes MAX you’ll get:

→ Advice to live (and work) by

→ How you can stand out as a seller

→ If you haven't heard about SMYKM yet, you need to

Never make assumptions

Even if you think you know what's going on, just ask anyway. Verify, at the very least. A lot of the time you'll be surprised that you'll get some new information.
-Marco De Paulis, Director of Ecommerce Partnerships at Ryder Systems

Standing out takes two things

Everyone's selling similar things, especially in SaaS.

And at the end of the day, people buy from people.

Standing out in sales comes down to two things:

  1. How you make people feel
  2. What you can do for them compared to anyone else

In Marco’s early career, he made an extra effort to show how much he cared. He also found ways to be more strategic and consultative than anyone else.

He found that partners were a great way to impress.

He'd collaborate with partners to fill gaps in sales deals.

For example, he’d learn about the risks of a deal, and figure out ways to add influence and endorsements throughout each stage of the deal.

More deals closed and everyone won!

Watch the episode

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If you haven't heard about SMYKM yet, you need to

Last week, Sam McKenna of #SamSales Consulting announced a bit of news that is 10 years in the making…she was finally approved for her very first trademark!

Sam McKenna now owns the phrase Show Me You Know Me.

Sam pioneered this foundational phrase in sales in 2013. And she started using it in her consulting practice in 2017.

What does show me you know me make you think?

I immediately think about the research I need to do before taking any action.

Before a single keystroke or drafting an email, I’d better be digging to find out information about my prospects, their ideas, motivations, community, current projects, trusted colleagues, trusted tools, and on and on.

This initial research has two purposes:

  1. To understand whether what I'm selling really solves a problem for this person
  2. To make the sales process easier

How could I possibly know if my solution is a good fit if I don't take the time to get to know the person I'm selling it to?

Show me you know me can be kind of time-consuming. And obviously, all kinds of AI makes this research a little bit easier, but the oldest and best non-technical show me you know me hack is partnerships.

A friend of my friend is also likely to be my friend. Someone who knows and trusts both parties – that's the perfect warm intro!

If you hadn't heard SMYKM yet, it's interchangeable with, "Show me I have a reason to trust you."

Congrats on the trademark, Sam!

P.S. Try it out today and let me know how it goes! Tag me on LinkedIn.

Until next time!

-Jessie Shipman

And a HUGE thank you to RevGenius for helping to amplify this podcast and continue the conversations. If you haven’t joined yet, join the free community.

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