Consider This

Robert Stevenson’s Thoughts on the Pursuit of Excellence


What Makes You Stand Out ?

July 31, 2022

by Robert Stevenson

When I deal with the sales team of any organization, there is one specific question I like to ask that will tell me how skilled the salesperson is and how good their sales training has been. I ask the question in a private setting, just the two of us. Here is the question:

“I have spoken to your top three competitors, and they have told me why I should do business with them. I would like to know why I should do business with you. I want you to give me a two-minute commercial on what makes your company better than your competitors.”

You would be amazed how many times I get AWFUL answers to that question. I think it would be advisable for all companies to spend some time thinking about and answering the following questions:

  • What Makes You Special?
  • What's Your Competitive Advantage?
  • Is There Anything You Do Better Than Your Competition?
  • What Will Make Your Clients Tell Their Friends About You?
  • What Are Several Ways Your Customer Service Stands Out?
  • Are There Ways You Can Sell Value Instead of Selling Price?
  • How Can You Deliver More Than You Promised Your Client?

You can take those 7 questions and roll them all into one:
What differentiates you from your competitors?
For example: There is …

a financial planner who has each client’s car detailed while he is conducting their annual review.

a realtor who has an enormous lunch delivered to her clients when they move into the house they bought from her on their move-in date.

a remodeling contractor who has his employees clean up the worksite every day to show the respect they have for the client’s home. He gives out a giant “ShopVac” to each client when he is done with the job, to reinforce that message.

a plumber who puts booties over his shoes before entering your house. Would that impress you? It sure impressed me.

What can you do that would make your company
“stand out” from your competition?



"Your only true security in life
is your ability to perform."

About the Author

Robert Stevenson is an expert at building a high-performance business culture, improving efficiency, and accelerating growth. He is one of the most widely sought-after speakers in the world today, as well as a best-selling author. He has owned five companies, sold internationally in over 20 countries. Robert has spoken to over 2,500 companies throughout the world and his research in the area of corporate and entrepreneurial success is extensive. Over 2 million people have benefitted from his powerful, practical, and thought-provoking programs. He is a true master at blending facts, inspiration, conviction, and humor into all his programs.

Companies like FedEx, Prudential, Lockheed Martin, Anheuser-Busch, Chevron, American Express, and Berkshire Hathaway continue to rely on him for a fresh, unique perspective on businesses’ most crucial issues. To learn more about Robert and what he can do for your team visit his website at www.RobertStevenson.org.

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