• Home
  • How I Help
  • Showing the Prospect/Customer Your Offer Is Either: Better, Faster, More Cost Effective or Different … Than Anything Else in The Market Place for Them! [ARTICLE]

Showing the Prospect/Customer Your Offer Is Either: Better, Faster, More Cost Effective or Different … Than Anything Else in The Market Place for Them!

While there are differing levels of decisions that a prospect or customer makes when going through the selling process and there may even be multiple decision makers involved in the sales professionals PRESENTATION, there are four ways in which a sales professional can make their offer stand apart from others.

As sales professionals’ we must realize that every time a presentation is made, a demonstration given, that the art and science of the sales professional’s dialogue with another person, everything that you do must be done in a way that addresses one of or a combination of differentiators that consumers make when selecting their purchasing options.

Whether all factors seem equal or not, people don’t tend make a buying decisions or change a buying behavior, unless you can demonstrate how your offer with make their life:

  • Better, then their present state, better than the competition or other available choices.
  • Faster, then their present state, better than the competition or other available choices.
  • Uniquely Different, then their present state, better than the competition or other available choices.
  • More Cost Effective, then their present state, better than the competition or other available choices; Everyone wants the biggest bang for their buck.

Evaluate the collateral informational or selling literature used, website or internet virtual posting, comments made, advertisements placed and Facts/Features presented in a selling process to recognize if in fact those efforts speak to one of the above differentiators.

There is no truly new anything in life. There are only adaptations, improvements, adjustment, modifications, etc., of existing products and services. To this point, the sales professional has to examine what they represent and ask themselves how their product or service compels another person to select their offer over other offers.

A powerfully easy way to answer that question, is to ask probing consultative conversational questions of the prospect or customer to determine what their core driving reason is for making a buying decision or should be for making a buying decision (or commitment towards your offer)? Then from the dominant information learned, speak to that sole point as your primary presentation. And when you do so, do it in the most compelling manner possible, so that the prospect or customer can really see an over whelming reason that they will be better off for selecting you than another other option or non-option. You do this by demonstrating that your offer answers … “How does my offer do something either BETTER, FASTER, DIFFERENTLY or more COST EFFECTIVELY than anything else. And, if I can answer that, how is that answer so?”

Successful selling involves communicating to the prospect/customer how your offer will be best for them based upon its unique: Better, Faster, Different, Cost Effective variables. You can test the power of these four drivers to initial buying decision (whether that is buying, acquiring, being recruited into, or affiliating with you), take the first landing pages of your website that a potential typical prospect might visit and hit print on those page in your black and white setting or print out any existing email proposal you have out in front of a prospect or customer right now that they have not responded to and do the same, print it in the black and white setting. If you have a new brochure, business card, or informational media piece, do the same.

Now grab four different color highlighter markers. One each for the four core decision drivers. Let’s say:

  • BLUE for Better, then their present state, better than the competition or other available choices.
  • GREEN for Faster, then their present state, better than the competition or other available choices.
  • YELLOW for Uniquely Different, then their present state, better than the competition or other available choices.
  • PINK for More Cost Effective, then their present state, better than the competition or other available choices.

With the white paper documents and black ink items in front of you, now go through any document line-by-line and highlight color accordingly to any words, headlines, pictures, graphs, etc., that speak to either BETTER, FASTER, DIFFERENT, COST EFFECTIVE. And when you are done, any words not highlighted serve no motivating purpose in the mind of the receiver (prospect/customer)!




"If you are looking to master the sales process to propel your career or your company forward, We have several great programs for you!"