Don’t Be Blindsided by the Competition

By Michael Leimbach, PhD, Nancy Frevert

Know What the Customer Really Values

In today’s competitive market, understanding what the customer truly values is crucial. Salespeople often miss opportunities by assuming they know customer needs from limited interactions. The Value Map helps determine true value by analyzing price and performance. Aligning with the customer’s value view allows salespeople to craft strategies that outmaneuver competitors, offering exactly what customers want and strengthening their competitive position. 

 

Download this article to learn about: 

  • Perception of Customer Value: Recognize diverse stakeholder perspectives on value—some prioritize performance, while others emphasize cost. 
  • Value Mapping Tool: Harness the Value Map for analyzing and aligning with customer value perceptions, effectively positioning against competitors. 
  • Strategic Harmony: Customize your approach to address specific customer needs, spanning from post-sale service to cost-effectiveness. 
  • Competitive Advantage: Strategize based on customer value expectations to craft compelling propositions, outperform competitors, and avert potential losses. 

 Discover the power of the Value Map to fortify your competitive stance and mitigate unforeseen losses. 

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