There are only four reasons why people buy in a competitive market…they’re called the “Four Core Values of Buying.” In my last three posts we talked about how you can gain a competitive advantage by 1) talking about how you can lower their risks, 2) how you can make their life or work easier, and 3) how you can gain a competitive advantage by showing how you can either increase your buyer’s profitability, or lower their total costs.
Our fourth and final core value centers on how you can show people how you can, more than anybody else, increase your buyer's competitive advantage. What do you offer that can actually help your clients in their selling efforts or in their branding or positioning?
Can you offer a higher quality that's going to help your customers increase their competitive edge? Can you show them you can offer a more efficient or lower cost way to supply doing more things to make their life easier? We don't just have to worry about what we sell and why a customer wants to buy, we need to be talking more about the benefits of them buying from you…and all the increased benefits you can provide.
Join me as I talk about how you and your team can be sharing more about how you can improve your buyer’s business by helping improve their competitive advantage. It just might help you sell even more!
