Project Distinct Podcast

It’s hard to think of a differentiated or distinctive organization — or professional — who is what Zig Ziglar called a “wandering generality.”  In other words, one of the first steps you must take to stand out from your competition is a focus on what sets you apart.  It’s having CLARITY on who you are and what you mean to customers.  On today’s PROJECT DISTINCT, Scott McKain will help us understand the importance of clarity and how to attain it.

The statistic caught Scott McKain’s eyes: “53% of sales professionals had not been to any type of sales training for five years!” In today’s Project Distinct, Scott looks at the importance of sales training — and how it has to change in the rapidly evolving world of selling. The movement from subscription to transaction means that sales professionals need training more than ever before. Yet, few look for what they really need — and scant organizations provide it. Today is a controversial and compelling edition of Project Distinct!

After yesterday’s PROJECT DISTINCT, it’s obvious that listeners wanted more info on dealing with price objections in these competitive times. Today, Scott McKain offers more ideas and strategies on how to deal with customers who insist they can buy it cheaper than what you and your organization are offering.

At yesterday’s seminar in Tasmania, a participant asked Scott McKain what they should do when a competitor says, “Go out and get the best prices and I’ll beat anything by $500.” Handling the price objection is never easy — but, we can improve our averages in closing. Understanding the important role that distinction plays in getting customers to spend more is absolutely critical — and the topic of today’s PROJECT DISTINCT.

No employee — or the organization they work for — starts a day thinking, “Another chance to deliver lousy service to our customers!” However, many do. Today’s PROJECT DISTINCT takes a look at several organizations in varied industries and examines the specific steps they take to deliver distinctive service. And, NONE of these are expensive — they’re all steps YOU can take, no matter what you do!

Why is it that we accept “satisfaction” as success in customer relationships — yet, we find it so average in our personal ones?  In part, Scott McKain suggests on today’s PROJECT DISTINCT, because we are unwilling to drill more deeply into the negative aspects that have eroded our customer’s enthusiasm. We must eliminate the points of friction that prevent our customers from receiving an Ultimate Customer Experience®!

After spending thirty nights in a Sydney hotel last year, a loyal customer assumed a problem would be addressed.  He was wrong. Too often we overlook LTV — expressed as either Long-Term Value or Lifetime Value of a customer.  On today’s new PROJECT DISTINCT recorded in Australia, Scott McKain talks about a critical aspect of business success.

Is it really better to be different? Scott McKain says, “Maybe not.” The distinctive professional or organization finds unique approaches that creates more traction and higher engagement with customers.  So, where do you find the best ideas on how you accomplish that difficult task? On today’s Project Distinct, Scott reveals that — as counterintuitive as it sounds — the way to be distinctive is to be derivative…and he shows you how.

For today’s Project Distinct, Scott McKain researched several resources looking for the answer to the question: “What is the single most important skill required to deliver excellent customer service?” While many experts offered complex answers, today’s episode will reveal one from a post on CustomerThink.com that captured the essence of service and the one skill that will never fail to enhance any touchpoint with a customer. Do you have it — use it — and provide to your customers?

When a movie is presented to a test audience, directors then have choices to make before they finish the product for the potential audience. As Scott McKain reveals in today’s Project Distinct, those same three options can help you connected with your customers at a higher level. Perhaps you need to “re-shoot, re-cast, or re-edit” at your business!