Is it because you have the best product or the best company or even the best compensation plan?
We've all been there - someone is telling us that their product is the BEST. We won't find anything better. Everyone says it, and while it may be true today - at this moment - what about tomorrow? Will someone come out with something better - newer - faster - shinier?
OK - so your product IS really, really good, but your compensation plan beats all the others hands down! And you really believe that - at least right now you do. Maybe you are right. Today. But someone is always thinking up ways to make something better, and sooner or later there will be a compensation plan that beats yours.
So what do you do? Do you constantly switch jobs following the "best product", the "best company", the "best compensation?" What a time killer that would be, and think about your credibility in the eyes of your clients / customers. "What is Tom representing today?"
What it's really all about is YOU! People trust YOU! People buy from YOU! People want to work with YOU!
Sure your product, company and compensation plan all need to be good. You need to feel good representing them all - it always shows. However, the bottom line is if they don't like you for any reason, they will not trust you, buy from you or work with you. The greatest VALUE you offer your clients is the value of you as a person.
Can they count on you? Will you always be there when they have questions or need help? Will you really listen to their concerns and problems? Will you offer creative solutions - even if it doesn't involve your product? How much value will you provide? That's the make or break question.
If you want to delve more into this topic, I highly recommend "The Go-Giver" and "Go-Givers Sell More" by Bob Burg and John David Mann. Forget sales techniques and start fresh. I think you'll find this a much more enjoyable way to do business.
All the best~