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What’s different?

I flew to Boston yesterday to work with one of my clients in person (a novelty in itself in our web-meeting world of 2015).  Since the client was paying the travel expense, I simply let them book my flights.  JetBlue offered the best rate and schedule – so I flew JetBlue for the very first time.  What’s different?

We departed Denver 2 hours late.  “Weather in New England” was the culprit they offered.  Of course, the initial update was posted on the screens at the gate as a 55 minute delay.  They boarded us according to that posting.  I was seated in the last row; aisle seat; where coincidentally I could overhear the flight attendants chatter.

Well beyond the 55 minute posted delay, the pilot came on the intercom and offered, “We’re all set to go; just waiting on final route information from ATC.”  I overheard the flight attendants fill in the blanks.  “They’re routing us over Canada to avoid the weather.  We don’t have enough fuel.  When we take on more fuel, we’ll be overweight, so we’re going to have to take some passengers and their baggage off.”  Unbeknownst to those passengers of course.  What’s different?

An hour and thirty minutes past scheduled departure, the pilot updated everyone else on the fuel situation that I already overheard.  He left it up to the gate agents to deal with selecting eight passengers to de-plane.  “Looks like you’re going to miss your connections”, I overheard one gate agent say to a family of three.  “We’re going to take you off this plane and try to reschedule you on another.”

The problem was, I overheard a second gate agent say to a different passenger the next available flight was tomorrow; nothing else going from Denver to Boston tonight.  Same situation, different stories.  What’s different?

I know, we all have had our bad travel experiences.  And try as they might with their marketing slogans and in-flight announcements, aren’t all airlines about the same today?  What’s different?

Yet, this experience caused me to think about my in-person client work starting today.  What makes working with me different than every other sales professional they have ever worked with?  Before turning further attention to my reflections, permit me to expand the focus and ask, “What makes you and your company different?”

So whether important to my clients or not, here are the “Top 10 things that make Gary different”:

  • I’m a pretty good talker, but I’m an even better listener.
  • I’m pretty good at listening, but I’m even better at remembering.
  • I’m pretty good strategically with the “big picture”, but I’m even better tactically with identifying the myriad of details.
  • I’m a pretty good presenter, but I’m an even better problem solver.
  • I’m pretty good at committing to being prompt, but I’m even better at arriving prepared.
  • I’m a pretty good leader, but I’m an even better follower.
  • I’m pretty good at positioning my company competitively, but I’m even better at acknowledging the “reality of multiple solutions” each client has.
  • I’m pretty good at orchestrating a sales-cycle, but I’m even better helping my clients’ coordinate their evaluation process.
  • I’m pretty good at overcoming objections, but I’m even better at identifying client fantasies that no vendor and no product can address.
  • I’m pretty good at negotiating price, but I’m even better at helping my clients clarify the value.

In a nutshell – that’s what I believe makes me different.  OK now – your turn.

GAP

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6 Comments


  1. Lisa Russ
    Aug 12, 2015

    Gary – Really enjoyed this one. Thanks!
    – Lisa


    • Gary
      Aug 16, 2015

      Thank you Lisa! Always like to hear from you. Thx, GAP


  2. Richard Kirby
    Aug 14, 2015

    I’m really good at reading these article and most of the time good at taking a nugget of useful information away! Another enjoyable and therefore memorable piece!


    • Gary
      Aug 16, 2015

      Thanks for reading and responding Richard! You’re kind comments are most appreciated. Thx, GAP


  3. Nathan Sumner
    Sep 08, 2015

    I’m pretty good at creating a list of things to do and you’re even better at adding to that list by posting these articles.


    • Gary
      Sep 08, 2015

      Thanks for your very kind comment Nate – made my whole week 🙂 Thx, GAP

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