Skip to content
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change

Archives

  • January 2021
  • December 2020
  • November 2020
  • October 2020
  • September 2020
  • August 2020
  • July 2020
  • June 2020
  • May 2020
  • April 2020
  • March 2020
  • February 2020
  • January 2020
  • December 2019
  • November 2019
  • October 2019
  • September 2019
  • August 2019
  • July 2019
  • June 2019
  • May 2019
  • April 2019
  • March 2019
  • February 2019
  • January 2019
  • December 2018
  • November 2018
  • October 2018
  • September 2018
  • August 2018
  • July 2018
  • June 2018
  • May 2018
  • April 2018
  • March 2018
  • February 2018
  • January 2018
  • December 2017
  • November 2017
  • October 2017
  • September 2017
  • August 2017
  • July 2017
  • June 2017
  • May 2017
  • April 2017
  • March 2017
  • February 2017
  • January 2017
  • December 2016
  • November 2016
  • October 2016
  • September 2016
  • August 2016
  • July 2016
  • June 2016
  • May 2016
  • April 2016
  • March 2016
  • February 2016
  • January 2016
  • December 2015
  • November 2015
  • September 2015
  • August 2015
  • July 2015
  • June 2015
  • May 2015
  • February 2015
  • January 2015
  • December 2014
  • November 2014
  • October 2014
  • September 2014
  • August 2014
  • June 2014
  • April 2014
  • March 2014
  • January 2014
  • November 2013
  • September 2013
  • May 2013
  • January 2013
  • December 2012
  • November 2012
  • September 2012
  • June 2012
  • May 2012
  • April 2012
  • March 2012
  • February 2012
  • January 2012
  • September 2011
  • August 2011
  • July 2011
  • June 2011
  • May 2011
  • April 2011
  • March 2011
  • January 2011
  • December 2010
  • November 2010
  • October 2010
  • September 2010
  • August 2010
  • July 2010
  • June 2010
  • May 2010
  • April 2010
  • March 2010
  • January 2010
  • December 2009
  • September 2009
  • July 2009
  • May 2009
  • April 2009
  • February 2009
  • January 2009
  • December 2008
  • October 2008
  • September 2008
  • August 2008
  • July 2008
  • September 2007
  • August 2007
  • February 2007
  • September 2006

Categories

  • 360Feedback
  • 4S Leadership
  • Account Management
  • Adding Value
  • B2B
  • Balance
  • Brands
  • Business
  • Business Performance
  • Career
  • Change
  • Change Manager
  • Change Programme
  • Coaching
  • Communication
  • competency frameworks
  • Competition
  • competitive advantage
  • confidence
  • Conflict
  • Creativity
  • Credibility
  • Credit Crunch
  • cultural differences
  • Cultural Drivers
  • cultural mind-set
  • Culture
  • Culture Change
  • Current Market
  • Customer Experience
  • Customer Service
  • Data
  • decision making
  • Development
  • Development Centres
  • Diversity
  • Employee Development
  • Employee Engagement
  • employee retention
  • empowerment
  • equality
  • Facebook
  • Failure
  • features
  • Feelings As Facts
  • Field Sales Management
  • Future
  • Generation
  • Globalisation
  • goals
  • Google
  • High Growth Organisations
  • High Performance
  • High Performing Organisations
  • HR
  • Ideas
  • Improved Sales Performance
  • Incentive Schemes
  • Incentives
  • Increasing Performance
  • Increasing Sales Performance
  • Induction
  • Induction Plan
  • Influence
  • Innovation
  • Insight
  • Integrity
  • Key Account Management
  • key accounts
  • Knowledge
  • Leader
  • Leadership
  • Leadership Potential
  • Learning
  • Management
  • Management Development
  • Managers
  • Managing Conflict
  • Managing During A Downturn
  • Managing Effectively In Challenging Times
  • Managing In a Recession
  • Meetings
  • Mentoring
  • Mind-set
  • Motivation
  • Negotiation
  • Networks
  • New Business
  • Objectives
  • Operational Sales Management
  • Opportunity
  • ownership
  • Panic Zone
  • Peer Group Pressure
  • People Integration
  • People Investment
  • People Management
  • Performance
  • Performance Management
  • PerformanceManagement
  • Perseverance
  • Personaility
  • Planning
  • Post-recession
  • Presentation Skills
  • Presentations
  • priorities
  • Project Management
  • Proskill
  • Purchasing
  • Purpose Framework
  • Questions
  • rapport
  • Rats
  • Raw Potential
  • Reading
  • Reception
  • Recession
  • Recovery
  • Recruitment
  • Reviews
  • reward
  • Sales
  • Sales Directors
  • Sales Management
  • sales people
  • Sales Strategy
  • Sales training
  • SalesPeople
  • Search Criteria
  • Search Engine
  • Searching
  • Selling
  • selling skills
  • Standards
  • Strategy
  • Success
  • Succession Planning
  • Talent
  • Team Building
  • Teams
  • Technology
  • tele-sales
  • Telephone skills
  • Thought
  • Time Management
  • TimeManagement
  • Top Team Development
  • Training
  • Trust
  • Uncategorized
  • Value
  • value chain
  • value proposition
  • value-adder
  • Values
  • Vision
  • Wealth
  • Wells Fargo
  • What We're Reading
  • What's Going To Happen?
  • Work Balance
  • WorkLifeBalance
  • World Class Performance
  • Written Communicaiton

Meta

  • Log in
  • Entries feed
  • Comments feed
  • WordPress.org
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change
Account Management Customer Service Sales Value

Browse:

  • Home
  • Account Management
  • Can Commodity Sellers Effectively Increase Their Value Proposition?

Can Commodity Sellers Effectively Increase Their Value Proposition?

written by Prospero January 8, 201212:04 pm updated on November 5, 2020

Over the last couple of years we have commented a number of times on the increasing commoditisation of different markets and how this has adversely affected customers’ perceptions of the products or services they are buying.

[geoads2]

The trend towards commoditisation is happening across a diverse range of sectors often fuelled by changes to knowledge acquisition as well as product/service acquisition made possible via the internet by the likes of Amazon, eBay and various comparison websites. This has affected the way consumers view the purchase of products such as; music, films, books, etc and services such as; insurance, recruitment and even training.

In recent months we have worked with various sales organisations who actually describe themselves as ‘commodity’ sellers and they are asking the same questions; ‘How do we steal a march on our competitors when we are all selling the same commodities, other than on price?’ in other words ‘How do we/can we add value in selling commodities?’

If what you are selling is already perceived by you and your customers to be a ‘commodity’ then where is the value that you as the sales person add to the purchaser? You might just as well focus on stripping out costs and undercutting your competition to win the sale.

The Value Adding Salesperson demonstrates what we call Contextual Literacy. They have a comprehensive understanding of their customers’ buying context; their market change drivers, their economic and financial constraints, their values and priorities, their issues and frustrations, their challenges and opportunities. They can combine their extensive contextual knowledge with their business and professional networks (it’s what you know combined with who you know) to provide them with unique insights into the purchaser’s world so that they can add genuine value that actually contributes to the buyer’s operational and strategic aims.

If the sales person doesn’t proactively contribute to the buyer’s success then they are not adding value – full stop.

Tagged with: Geo Links Photo

Related News

Read More
Two Minute Pre sales Meeting Booster
Read More
Training Sales Managers To Coach Without Context Will Not Deliver Improved Results
Read More
Sales Leadership In An Economic Downturn
Read More
Sales Management: The 7 Most Common (And Expensive) Mistakes Organisations Make When Creating The Role
Read More
The 8 Most Common Personal Attributes Of The High Performing Business To Business Salesperson
Read More
Distinctive Competencies – THE Route To Winning And Keeping Customers
Read More
The 5 Top Frustrations CEOs Have With Their Sales Function
Read More
Some Secrets of High Performing Sales People
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change
© 2020 All rights reserved. Theme Chained by AncientCoders