Standing By Value

2 weeks ago, we published an articles relating to driving value and creating a differentiation titled "Are You Any Different".

Food for thought in this week’s article. What happens when customers are faced with 2 different solution provider, each showing the same solution set, support and training. What would differentiate one from another? What goes on the mind of the buyer in such a situation?

Price you say?

Perhaps a consideration, BUT, there are more things which you can think of to help yourself stand out. What about asking the buyer the following questions :

1) “Mr XXX, you will continue to work with and rely upon the sales person of whichever company you choose to select. Which one would seem most dependable?”

2) “Which one of them would be most responsive?”

3) “Which one of them would be able to help you gain access to information and resources which you could not get?”

4) “Which one of them will provide more value to you?”

And speak about value, today’s context, it could be defined as the person who is going to educate the prospect so as to ensure that he is equipped with the knowledge necessary to not only make the best decision, but to NOT MAKE the worst one. The person who's going to answer his questions, address his concerns, remove uncertainty, and make him feel more confident of his evaluation.

While the above suggestion is a great alternative to offering discounts, MAKE SURE you deliver what you promised. Else, you will not only lose this customers but words will spread to others within his perimeter of contacts.

"educate the prospect so as to ensure that he is equipped with the knowledge necessary to not only make the best decision, but to NOT MAKE the worst one."

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What do you think of the above suggestion? Share with us your views. We would love to hear from you.

Cherry-O!

#Consideration