We live in a connected world. Easy access to information, human capital, and production facilities means that “anyone” can replicate a product, service or delivery process. In that context, sales models that are based on presenting and arguing for “unique” value are either failing or, in the best case, challenged to deliver results. In this article we present an alternative sales model that defines the uniqueness of what is offered to a customer in terms of the company’s identity: its purpose, its core values, and the sum of its employees who live and breathe those values towards customers. Focusing on the company’s identity, rather than what a company does and how it does it, results in a simple and highly effective framework for sales success, that is universally applicable and hard to imitate.
Originally published on Mar 30, 2015. Go to the full article at http://neoschronos.com/insights/a-simple-model-for-sales-success/