Thoughtful Thursdays - Tipping the sales scale in your favour

Last week I talked about about levelling an uneven playing field. Today's thoughts are on tipping the scales and creating the uneven field that works in your favour.

The list of examples from last week's post about levelling the the playing field is a good place to start when thinking about ways to secure and maintain your advantage. Most speak to value beyond what the products and/or services offer to your customer.

In today's competitive marketplace one is constantly challenged to find ways of bringing additional value to the customer. When discussing the subject with my clients I ask them to put themselves in the shoes of the customer and think about what characteristics they appreciate in a supplier - what would tip the scales in the favour of one supplier versus another?

• Bringing new business to your customer
• Knowing your customers' customer wants and needs
• Being knowledgeable about the industry your customer participates in
• Offering to help your customer in all facets of their business - sharing best practices

Taking off the selling hat and wearing the customer hat can be good exercise for identifying ways to tip the scales in your favour.

Good selling,
Richard