Even More About Your Unique Selling Proposition

Many of you let me know that the books, DVDs, and CDs are a great way to begin the process of changing your mindset to that of a successful cold caller. And many of you let me know you want some one-on-one time to customize your particular benefit statement. Steve is no exception.

During a recent consultation he let me know about a really cool software he brokers that will help his clients out ... a lot. My husband is in the industry that is Steve's market niche. I like Steve's product so much that I told Luke about it ASAP. That's what happens when you are a consultant you find out the leading edge innovations just before they explode into their respective markets.

Steve was crafting a benefit statement around the one identified in our "Secrets" book, namely "I'm looking for a 20 minute meeting to see whether or not we can reduce your (prospects' significant) expenses by 20%." Then, he told me he believed he was on target when several of his happy clients said "that's it exactly what we want, we want to do this process 30% faster."

Then, I said, "Try replacing your first statement with an adaptation of the second. From ' ... we can reduce you expenses by 20% ... to ... we can get you through the process 30% faster ..." The light bulb went off in Steve's head. He could see clearly he was better off using the words of his clients than the words that simply fit a template.

Very cool. Very profitable.

Visit: www.coldcallingexecutives.com

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