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| Developing a Unique Selling Proposition |
Documenting
your value is a good first step in creating a distinction
between your company and your competitors. But even
after the value is documented, some customers still
do not understand the full benefit of your products
and services, or do not view the impact as real
or important to them. This is often a signal that
the salesperson may be selling their value to the
wrong person, or that the product or service is
viewed as a commodity that anyone can provide. If
you were to list all of the value added products/services
you provide and check those that your competitors
will say they can provide too, there would probably
be very few not checked off. In such situations,
you must document the real distinction. You should
be able to:
- Make a proposal on total cost: show both the
savings accomplished and the potential impact
of new opportunities.
- Show the impact on their objectives: illustrate
how the value you provide can help the customer
accomplish their objectives.
- Minimize their risk: every opportunity the
customer undertakes has risks (things that can
go wrong); show your ability to reduce these
risks.
- Demonstrate your strengths & assets: link
your abilities to minimizing risk, accomplishing
objectives and reducing costs.
- Sell to those you impact: it is not just about
what you do for their company, but what you
do for them (the individual's position). Much
of the value a supplier adds impacts areas within
the customer's organization other than purchasing,
including: maintenance, operations, production,
engineering, sales/marketing, etc.
- Develop the presentation: by putting yourself
in your customer's shoes, you can create a presentation
that makes them want to do business with you.
We can help you develop more effective sales calls
and proposals. We have worked with companies to
develop penetration and retention strategies, respond
to proposals, develop presentations, and create
the tools to allow your salespeople to become the
supplier of choice. Customers have to see and understand
the differences between suppliers before they are
willing to pay for them. |
For more information on how you can better sell
the value you bring your customers, take a few minutes
to review the following opportunities: |
Training / consulting:
Joint Customer / Supplier Training (TCO)
Supply Chain Management
Understanding / Measuring
Total Cost
Supply Chain Implementation
Documenting
and Selling Value Added
Developing
a Unique Selling Proposition
Sales
Management
Manufacturer / Distributor
Relationships
System Integration
Managing for Profit |
Software:
SOURCINGSTRAT
SALESSTRAT
Train the
Trainer for Developing a Unique Selling Proposition
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Video:
Developing
a Unique Selling Proposition |
Books:
Strategic
Alliances
Team Up! Profit
Up! |
Or contact us at:
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Strategic
Business Solutions
PO Box 35895
Tulsa, OK 74153
Phone: 918-494-8085
Fax: 918-494-3718
Email: info@sbs4me.com
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