There are four basic value propositions that sales teams use to generate sales. Each value proposition requires a different market strategy, according to Michael Treacy, co-author of the bestseller “The Discipline of Market Leaders.”
To find out if your firm has the right strategy, click on the appropriate link in the list below:
- VALUE PROPOSITION #1: Our prices are the lowest in the industry.
Example: Dell Computer underpricing PCs in order to grow market share in the 90s. CLICK HERE. - VALUE PROPOSITION #2: We build a uniquely better product.
Example: Volvo sell to safety-conscious parents because they’re seen as safer than other cars. CLICK HERE. - VALUE PROPOSITION #3: We make things easier for the customer.
Example: Fedex charges extra because it “absolutely, positively” promises on-time delivery. CLICK HERE. - VALUE PROPOSITION #4: We take ownership of customer results.
Example: Accenture promising to “own” their customer’s successful management of their computer resources. CLICK HERE.
