027 Using Your Solutions to Create Competitive Advantage
Presenter: Tim Underhill
Date: Monday, March 9, 2020
Time: 1:00-4:30 pm
Level of Complexity: Intermediate
Course Description: Positioning yourself as a solution provider can create a true competitive advantage. Why? Solutions can impact four key issues for your customers: 1) Objective Attainment, 2) Improved Operating Profits, 3) Improved Performance, and 4) Reduced Risk. This workshop will walk you through identifying your customers’ needs, then determine what solutions you provide to help meet these needs, the impact your solution has on the four key issues above, and why you are the best supplier to provide these solutions. Create a plan you can leave with to position yourself as a solution provider.
- How to position yourself as a solution provider
- Identifying how you impact issues critical to your customer’s needs
- Using a four-step process for selling solutions
Tim is president of Strategic Business Solutions. His focus is to help distributors and manufacturers develop the skills and tools to document their value, develop account penetration/retention strategies, and create unique selling propositions based on total cost. Some of his clients have been able to document total cost savings of 20% or more compared to the annual purchase/sales price involved.
It takes a long time to develop good distributor-supplier relationships; unfortunately, it only takes a short time to destroy them. Best seller Working at Cross-Purposes, written by Mike Marks, Tim Horan, and Mike Emerson, takes a look at what really drives these relationships, how often they go bad, and why.