In sales you simply must stand out from all the other salespeople, not just the ones in your industry, but also the other salespeople that are calling on your prospects and customers, as they are taking up their time too. Here are several ways to be unique in sales.

1) Exceed customer expectations. - Under promise and over deliver. Do more than the customer would ever expect you to do. You exceed customer expectations by delivering more, better, and/or faster. Deliver earlier than expected (assuming the customer can take delivery sooner) and deliver more than expected. If your customer tells you they need it within five weeks, deliver it in three, or sooner, if you can. If possible, include a little something extra that the customer wasn't expecting. Focus on always delivering a little more than you are being paid for. If you make it a habit to deliver more than is expected, you will have happy customers.

2) What is your unique selling proposition? - You, your company, and your product have advantages that your competition does not. What are those advantages and unique benefits? You, for one, are the one thing your competition doesn't have. With a simple decision to do so, you can be more focused on and more committed to your customers and prospects than anyone else. Sell the unique value that you, your company, and your product have to offer.

3) Do the other things that many other salespeople don't. - Send thank you notes, follow-up promptly, do what you say you'll do, when you say you'll do it. Send holiday gifts. Ask better questions, know the industry and how it affects your customers and prospects better than the competition does. Be a true business partner with customers and prospects.

4) Build solid relationships with your customers. - Obviously the better your relationships with your customers, the better customers they will be. Work hard at getting customer, and even prospect, information, and use that information to build strong relationships. Show a sincere interest in what your customers and prospects are interested in. Focus on building solid personal relationships with all your contacts.

5) Get a little crazy. - Be different and unique in your approach. Here are some quick examples:

• One salesman we know has a unique way to get to "tough to reach prospects". He buys small plastic skeletons at a Halloween Store and puts them in envelopes with his business card and a note attached; the note reads, "This is me waiting for you to call."

• A woman who is the top salesperson at her company buys cheap baby shoes then attaches a business card and note, "Just trying to get my foot in the door."

• One woman sings to "difficult to reach" prospects on their voice mail.

• Put a helium balloon in a box with your card attached. Just make sure the ceiling isn't too high.

• Another salesperson we know sends his customers a card every month of the year. Valentine's Day, St. Patrick's Day, Cinco de Mayo, the Fourth of July, a birthday, a marriage anniversary, the anniversary date of the day the customer started doing business with you, you name it. Every month is known for something whether it's a major holiday or something like Groundhog Day, so between holidays and personal events, you can find a reason to send a card to customers every month.

Yes, these ideas are a bit out there, but they absolutely work and will definitely set you apart.

6) Get involved in installation and implementation. - There are very few salespeople hanging around the customer's office when the installation and implementation are going on. You should be different. Customers will be very impressed if you're there for installation and implementation. You don't have to go to every single one; however, you should be there for a customer's first install and occasionally on future installs. You will also learn a little bit more about your product, which is a nice side benefit.

Bonus Tip - Make calls on Friday. It's amazing how many salespeople leave early on Friday or simply do a bunch of "busy" work yet get nothing accomplished. Most people are in great moods on Friday, and that's precisely when you want to catch them. And now I would like to offer you free access to a monthly newsletter. You can get your access at http://www.completeselling.com

From John Chapin - Complete Selling, Inc.