If there is no difference between the value that you offer and the value that your competitors offer, your clients are right to make price the deciding factor.
If you can’t differentiate your offering from your competitor’s offerings in a meaningful way, you cannot expect your client to be able to do so on their own. .
It is likely that you do many things different from your competitors, and that the things that you do differently make a difference for your clients. Not being able to name them and point to how they create value is the same as not being different. .
If you don’t believe that the value your company creates is different in a way that makes a difference for your clients, then your dream clients will never believe that you are different in a way that makes a difference either.
If you don’t believe that you are different from other salespeople in a way that makes a difference for your clients, then you are not going to be part of the difference that makes you worth paying more to obtain. .
If you are not personally part of the value creation and the reason your dream client should choose to pay more to obtain you, then your dream client is right to choose to buy from a salesperson that is part of the value they are paying more to obtain.
Why should your client pay more to obtain you than they would pay your competitors?
How easily can you differentiate your offering from your competitor’s in a meaningful way?
What makes you personally part of the value creation for your clients?
Why should your client choose to pay more to obtain you and add you to their management team?
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Filed under: Sales 3.0