I was training recently and noticed something based on some of the tips and techniques the reps were implementing during the call blitz and the results they were getting. I started to realize there was a certain common element to what was working – it was that they were trying things different from the typical approach. I know it sounds too simple to be true but it was.

I personally (and unfortunately) think that 80% of our population simply go through the motions and do what everyone else does. I don’t just mean this in Sales by the way, I mean this in society in general. But specifically in Sales, most reps call with a generic elevator pitch, send out template e-mails, “touch base” and “check in” all day, send information, ask basic BANT questions, pump out generic demos, do the ‘find/replace’ on their proposals and then call everyone at the end of the month offering a discount. It’s sad but it’s true.

The good news is that it’s not all that hard to stand out from all that noise. All you have to do it think a little (heaven for bid) and be different. I don’t mean be some weirdo who tries random ridiculous things for shock value. I mean being different by: actually doing some homework on someone before you call then so you have a reason to reach out; not just asking BANT questions so you can qualify them but focusing on adding value and sharing information with a prospect during the call so afterwards they might have even paid for your time; doing some prep work before a demo so it can be customized and stopping along the way to see if the various components are important to the prospect; developing specific questions about the client and their business to prep for a meeting and being genuinely curious about their company and what will help them succeed.

If you’re stuck in a rut try something new, say something different, don’t just go through the motions and do what everyone else is doing. I promise it will pay off. Good luck and happy selling.