Are your reps delivering an effective message of value and uniqueness when selling against lower priced competitors? There are three components to improving your “Why do I want to buy from you?” messaging.
The first component is talking about your product’s value and uniqueness. Why you have more durability or why your products perform better. But competitors can usually offer an almost identical set of products.
The second component is talking about the value and uniqueness of buying these products from you. Even if your buyers feel you’re selling the same things as your competitors, you can still talk about how and why your company is a lower risk due to your years in business and your support structures.
The third and final component of your message needs to focus on the proactive support your reps provide. How you’ll be supporting your buyers by answering their questions, improving their skills and helping solve problems.
There’s always going to be lower priced competitors trying to take business away from you, so you need to make sure your team has a strong and complete messaging to successfully defend your higher prices.
What can you be doing, as the leader of your team, to help increase the consistency and effectiveness of your team’s uniqueness and value by incorporating all three of these areas into your message?
Join me as we talk about these three critical components of a strong message of uniqueness. If can help your team sell even more!