Think back to your last demo, customer conversation, or client interaction. Do they remember what was said? Did they remember you? How do you know? Why did they remember?

Customers, prospects and buyers don’t remember what you said, they remember you and how you said it. Only then does the information take hold.

We are inundated with information. There is no escaping it. Information sticks when it’s different and it’s the sales person who makes it different.

How are you different? How do you get your information to stick?

To get your prospects or buyers to remember you and what you said, you have to be different. By different I don’t mean gimmicky or by acting like a clown. Save the gimmicks.

We remember because the sales person knew something about us no one else knew.

We remember because the sales person explained why “it” mattered.

We remember because the sales person explained why “it” didn’t matter.

We remember because the sales person knew where the industry was going.

We remember because the sales person helped us see things we hadn’t seen before.

We remember because the sales person kept us from making a mistake.

We remember because the entire engagement was different from everyone other engagement we normally see.

We remember because the sales person isn’t pushy and yet still challenges us.

We remember because we feel better about our challenge AFTER they had left.

Are you a different sales person? Most of sales people aren’t any different and that’s a problem. Most sales people haven’t developed their own, conscious approach to selling that differentiates them from the crowd.

Ask yourself, why do prospects, and buyers remember you. Ask if why they remember is because of something you do deliberately. If they answer is yes, do more of what you’re doing. If the answer is no, and for most of us it is no, then it’s not too late. Start doing things that will make you memorable — just don’t be a clown.