Competitive Skills 8. Said another way, the day your identity is synonymous with your product line, you're beginning to lose your business. The customer never needs your product. In almost every case, only forty percent of the customer's reason for buying from your company is specification and price. Sixty percent of their reason to buy is based on your value added offerings.
History proves good times camouflage poor performance.
If we are selling in the same way we did just thirty six months ago, for example, the salesperson is no longer effective or competitive. If we are managing our personnel as we did just twenty four months ago, our people have plateaued in skills and abilities. Marketing of Customized Solutions Make no mistake, sustained and profitable relationships with customers are built around your ability and desire to bring tailored ideas and solutions to specific customer needs. And once those standards are set to the new benchmark, they must be carved in stone with a mandatory goals attitude where 99.9 percent is not good enough. Functioning in your business as if it were your own business is the best definition of entrepreneurship.