A sales rep’s value comes from the buyer’s need for them

People will not engage in a business conversation or buy from you if they don’t understand why they should pay attention to you.

In Why Should I Talk To You? Does Your Value Proposition Open Sales Doors? I encouraged you to think about what sets you apart from your competition? It’s up to you to prove it. I’m concerned as many sales reps struggle with what sets them apart from their competition. Most attempt to impress with corporate jibber-jabber and overused sales jargon.

Chew on this…

There are 10 companies in your marketplace, all providing similar services, solutions or products to that of yours; what makes you different? What makes you standout?

I know what you’re thinking… And quite frankly, no one cares how long you been in your industry, how long your company has been in business, the awards they’ve won nor how they provide the best customer service.


To be effective in opening up business conversations you must speak the language of leadership. This language clearly conveys your ideas to your audience. Use language which precisely explains your thinking to the hearts and minds of those whom you wish to move to action, your clients and prospects. Don’t become an empty suit in their eye

There’s a shift occurring that’s making the sales profession much more difficult. Sales people, you must come to grips that you have less time with the buyer to create and demonstrate value as they are arriving at the business table with a much higher bar for you to clear. They have more knowledge and power than ever before. They have access to information about you, your company and your competitors in ways that weren’t available years ago.


Start engaging in conversation with your customers by offering a compelling vision of the future from the point-of-view of the customer’s company and how they can prepare for the future. Bring them a vision cemented in a deep understanding of the trends shaping their market, their industry challenges, what their competitors may be doing and how this can help transform their company.

Rise up, accept that ‘change’ is necessary to succeed in your profession or fall into the sea of sameness.


One of the biggest things sales reps struggle with is differentiating themselves from the sea of sameness. Sales reps today must become more sophisticated than ever before around what they’re selling. Buyers expect it and demand it! Lead with intelligent insight and exciting ideas that teach them something surprising and new. Otherwise, you become endangered sales species by giving prospects little more than what they’ve already read online.

I urge you to think about these two questions…

  • How can I differentiate myself with insight?
  • Where can I get insight?

Check out the latest episode of the Selling From The Heart Podcast, as we dive into differentiating with insight and understanding.

What makes you valuable as a sales professional?


According to the Urban Dictionary, an empty suit is someone puffed up with their own importance but really has little effect on the lives of others. A true empty suit, conjures up the image of a business suit of clothing without a person in it who really doesn’t know what they bring to the marketplace.

How well are you demonstrating competence? An executive appearance, presence and attitude may open business doors of opportunity, however; without competence those prospects can quickly dissipate.

An executive presence – competence = an empty suit

Nothing worse than a sales rep who creates a brilliant value proposition but then can’t back it up and clearly articulate it


The new YOU starts with a commitment to becoming a learner and seeking out the knowledge necessary to do your job better. Success will come to those who possess the kind of knowledge that makes them a trusted and necessary resource. It’s not only being a resource around the product or service in question, but also around the buyer’s company, products, industry and their competitors.

The new YOU must become a hungry, lifelong learner. You must become an educator. You can’t become an educator without being a student first. You must gain a thirst for new knowledge. You need to stay up-to-date on new developments, always looking for trends and changes before they happen. Bring to your customer’s your knowledge and how you can help them do better business.

The new YOU doesn’t overcomplicate things. It’s equipping yourself with the right combination of data and human insight to become a problem-solver. It’s about leveraging data and technology to help facilitate the human elements inside the buyer’s journey.


Remove the buyer’s mask of uncertainty and become your true self. Become engaged on a deeper level, a more knowledgeable level and become better at your profession than your competition.

Bring insightful goods to each and every conversation. The buyer of today is a sleuth. It’s imperative you pay close attention to your online presence. How are you demonstrating your expertise? Are you actively engaged?

If a potential client researches you, will they find someone who is publishing articles in business forums, participating in business discussions, and managing their online brand? If not, and they don’t see any level of activity nor interest, then why on earth would they devote any time speaking with you? They may be inclined to look elsewhere. Where does this leave you?

Remove the buyer’s mask of uncertainty bringing to them insights. Show them your understanding of their business and how you can help them allocate their resources in a way that will help them achieve results faster.

You owe it to yourself, your career, your company and most of all your family.

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!

I’m writing a book. The title is Selling From the Heart! I’m pouring my heart into every page of this book and I think you’re going to love it.Enter your email address here in this hyperlink and you’ll be updated as the book is released. You’ll also become part of our launch team. As a thank you, I’ll have some special bonuses waiting for you! 

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.

You can find more advanced training material inside the Social Sales Academy website.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart.

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