From the Harvard Business Review -
Sell it for more.
Here, your product or service provides better performance on attributes that are important to target customers and for which they are willing to pay a premium. This approach must continually avoid the following pitfalls:
Make it for less.
Here, your cost structure allows you to sell and make money at prices that competitors cannot. Realities in many industries typically allow only a few firms to compete successfully in this manner. Once they do, moreover, their scale advantages make it difficult for others to duplicate. To be a viable value proposition, therefore, this approach must avoid these pitfalls:
From meat purveyors at Buedel, come these 5 Rules for determining whether the sales rep who calls on you is simply an order-taker or is truly a value provider:
If you're a sales rep...in any industry....consider which category you fall into.
To read the entire blog post from Buedel's Meat Up, go here:
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