Can you articulate how your company differs from others…the key aspects that make your organization unique in the marketplace? The better you can differentiate your company from the competition, the more targeted you can be in identifying and securing your customer base by applying proven consultative selling skills, tools, and techniques.
Here are some questions to ask yourself:
- Why SPECIFICALLY do customers choose us? Be as realistic, honest and specific as possible with your answer. Try to pinpoint what sets you apart so you can highlight those differentiators when you meet with customers and spend your time with prospects and clients that want what makes you unique.
- What do we SPECIFICALLY do better than other companies? Whether your customer service is superior, your pricing more attractive, your guarantees more comprehensive, your value more impactful, your product more user friendly…wherever your company excels, that is the advantage you have over competitors and the area most fertile for future growth.
