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| Developing
a Unique Selling Proposition is a video series containing
six tapes, each covering a different component of the
process for documenting and selling value. The topics
covered in each video are described below: |
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| Developing a Unique Selling
Proposition |
Supplier
Selection Issues: Understanding how and on what
your customer evaluates you makes it easier to sell them
on what you can do for them.
Total
Cost Selling Points: The value you add is only
one point to sell on. There are four others, that when
combined, can help you to create a true distinction. Both
for penetrating and retaining key accounts.
Identifying the Opportunities:
While we provide a list with over 65 ideas on how suppliers
are reducing their customer's total cost, the real issue
is what you can do. By combining these opportunities with
what you can do, you start the process of developing a
unique selling proposition.
Turning
the Opportunities into a Unique Selling Proposition: Simply
having or even providing opportunities to your customer
is not enough. You need to create a proposal that shows
the customer how to minimize their total cost and their
risks at the same time. |
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Videos
