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How Titans Establish Value
We live in a world in which technological or product innovations
can vanish in a heartbeat. I believe that true differentiation from the
competition, in today’s marketplace, does not happen solely by means of
advanced products and services.
In the computer industry, not so very many years ago, if you came up with a
huge technological advance, you had a marketing advantage for, say, eighteen
months. Nowadays, most players in that industry realize that they have weeks
or months (sometimes days!) to rely on a technological advance. Before too
long, someone else is offering essentially the same product or service.
When competing products and services are perceived as being of roughly equal
value by prospects and customers, salespeople face a challenge. How can they
differentiate themselves from competitors and add the value that will clinch
the deal?
The answer depends on our own positioning – and on what’s important to the other
side. In this article, you’ll look at some Titan strategies for breaking the
“logjam” – and adding value that will entice your prospect or customer to work
with you. The magic is in the mix!
SIX VALUE AREAS
There are six main areas where you can add value to your prospect or customer’s
operation.
Copyright © 2004, Ronald E. Karr All Rights Reserved
September 2004 |
Copyright © 2004, The Negotiator Magazine |