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Casual Articles - Stop Selling in the Pit - What's Your Competitive Advantage?
Cross Cultural Communication needs..Within the business context, cross cultural communication refers to interpersonal communication and interaction across different cultures. This has become an important issue in our age of globalisation and internationalisation. Effective cross cultural communication is concerned with overcoming cultural differences across nationality, religion, borders, culture and behaviour.Cross cultural communication is critical to the business world. The diversity of people in cities and countries means an element of cross cultural communication will always be needed whether it is between staff, colleagues, customers or clients. Awareness of cultural differences can favourably impact the success of a business. Improved staff interaction, better customer relations and effective client management are all areas that will reap benefits through cross cultural understanding.Although cross cultural communication competency can only be truly achieved through cross cultural awareness training, language acquisition, foreign travel and cultural immersion there are some guidelines that can enhance your cross cultural communication skills.Cross Cultural Communication needs ...Listening SkillsAlthough emphasis usually lies on being a competent speaker, listening is a ke
Here’s another example. “My name is Marlene and I work with a company called ‘The Prescription for Doctors.’ Physicians today are being pressured by insurers, employers, and patients to cut health care costs. Yet overhead costs for physicians are constantly rising. We provide a service that allows the physician to spend more time with patients and cut overhead costs at the same time, resulting in better quality care at a lower cost. It’s just what the doctor ordered!”
Here’s one last example. “My name is Beth. It’s nice to meet you. I’m with a company called ‘The Greatest Advertising Agency in the World.’ I’ve discovered that almost every succ
I am an avid internet user; I love the fact that there is information on almost any topic that you could think of at the tips of your fingers. Through my journeys on the information highway, I have several times come across “Make money on the internet!” “Free and easy program, make over $2100 a day”. They trickled in slowly, but lately I have noticed them more and more. Ads, banners, and junk e-mail as far as the eye can see filled with promises of making huge amounts of money, working part time hours from home.So what is the truth? What is a scam and what is legitimate work that you can make real money with? Through some countless hours I have found some answers and insight into making money on line. First of all, if you are looking for something totally free, no money at all; then keep looking with even the most legit opportunities cost something to start up. Secondly, going into any business venture looking to “get-rich-quick” is unrealistic, everything takes time. Do not think that you are going to be able to retire in a few weeks, it rarely if ever happens that way.So, you decide you want to give working on the internet a shot. There are a few things to remember. Most of what people are selling is information. There are thousands of the same sites out there that have self-created themselves as middlemen.
Companies and salespeople who don’t understand their competitive advantage are all in a deep pit saying things like, “Our product is better quality,” or, “Our service is better,” or, “I’m my company’s competitive advantage.” Even if the salesperson is the company’s competitive advantage, they won’t convince their customers just by saying so because many of their competitors will be saying the exact same thing! That’s selling in the pit! To get out of the pit, salespeople have to define quality. They have to show the prospect what outstanding service looks like and how their service differs from the competition.
In a moment, I’ll show you how to determine your competitive advantage, but first let’s talk about how you can demonstrate your competitive advantage from the very first moment you are introduced. Suppose someone walks up to you at a business conference, introduces herself, and asks you what you do for a living. Exactly what would you say?
Did you have any trouble? Did you stumble? Do you know what sets you apart from your competitors? If this was hard for you, you’re not alone. If you were to ask the average car, computer, or caviar salesperson what they do for a living, they’ll probably say, “I sell cars, computers, or caviar.” But what does every other car, computer, or caviar salesperson say? Exactly the same thing!
So what should salespeople who understand their competitive advantage say? How about this for the car salesperson? “My name is Mike and I work with Competitive Motors. I’ve found that there is a lot of confusion in the automotive market today because there have been over 150 new models introduced in just the past three years. I’ve developed a computer book that profiles everything the buyer wants in a car and, in less than five minutes, identifies the models most likely to fit their needs.”
Your Statement of Competitive Advantage
Mike has given his prospect a statement of competitive advantage. It has four components:
-Your name
-Your company
-A statement about a problem in your market
-How you and your product solve that problem
The statement of competitive advantage is a maximum 30-second statement of what differentiates you in the marketplace.
Here’s another example. “My name is Marlene and I work with a company called ‘The Prescription for Doctors.’ Physicians today are being pressured by insurers, employers, and patients to cut health care costs. Yet overhead costs for physicians are constantly rising. We provide a service that allows the physician to spend more time with patients and cut overhead costs at the same time, resulting in better quality care at a lower cost. It’s just what the doctor ordered!”
Here’s one last example. “My name is Beth. It’s nice to meet you. I’m with a company called ‘The Greatest Advertising Agency in the World.’ I’ve discovered that almost every succe
What is an independent educational consultant? “Independent educational consultants are skilled professionals who provide counseling to help student and family choose a college, university or other program that is a good personal match: one that will foster this particular student's academic and social growth. Educational consultants can provide a student and family with individual attention, first hand knowledge of hundreds of educational opportunities, and the time to explore all of the options. An independent counselor works one-on-one with students and parents to develop a thorough, carefully researched and appropriate school and/or college search, and guide the student through every step of the process.”Many argue that independent college consulting is a luxury many cannot afford. Within the four professional organizations I currently belong, I have yet to meet a private counselor who doesn’t work on a sliding scale or in fact for free if it necessitates. After being in schools for twenty-five years, it’s obvious that the potpourri of jobs any counselor has doesn’t give students the focus and assistance they need in both understanding and filling out college applications. School counselors are often excellent and well qualified. It’s just that they are part of a system that has an average ration of 500 students to every
In a moment, I’ll show you how to determine your competitive advantage, but first let’s talk about how you can demonstrate your competitive advantage from the very first moment you are introduced. Suppose someone walks up to you at a business conference, introduces herself, and asks you what you do for a living. Exactly what would you say?
Did you have any trouble? Did you stumble? Do you know what sets you apart from your competitors? If this was hard for you, you’re not alone. If you were to ask the average car, computer, or caviar salesperson what they do for a living, they’ll probably say, “I sell cars, computers, or caviar.” But what does every other car, computer, or caviar salesperson say? Exactly the same thing!
So what should salespeople who understand their competitive advantage say? How about this for the car salesperson? “My name is Mike and I work with Competitive Motors. I’ve found that there is a lot of confusion in the automotive market today because there have been over 150 new models introduced in just the past three years. I’ve developed a computer book that profiles everything the buyer wants in a car and, in less than five minutes, identifies the models most likely to fit their needs.”
Your Statement of Competitive Advantage
Mike has given his prospect a statement of competitive advantage. It has four components:
-Your name
-Your company
-A statement about a problem in your market
-How you and your product solve that problem
The statement of competitive advantage is a maximum 30-second statement of what differentiates you in the marketplace.
Here’s another example. “My name is Marlene and I work with a company called ‘The Prescription for Doctors.’ Physicians today are being pressured by insurers, employers, and patients to cut health care costs. Yet overhead costs for physicians are constantly rising. We provide a service that allows the physician to spend more time with patients and cut overhead costs at the same time, resulting in better quality care at a lower cost. It’s just what the doctor ordered!”
Here’s one last example. “My name is Beth. It’s nice to meet you. I’m with a company called ‘The Greatest Advertising Agency in the World.’ I’ve discovered that almost every succ
During my job search I read dozens of books and articles took programs and evensat at the feet of two of the most experienced Human Resource professionals. In afew moments, you will learn the real keys to standing out and rising above thenorm. Stick to the facts and only reveal information that will encourage the readerto call you for an interview. If in doubt, leave it out. Pay careful attention to this one.The objective is no longer a practical heading for your resume. Bottom line, don’t begin your resume with an objective statement that talks only about your desires and career goals. Most Human Resource Professionals are overworked and understaffed. The last thing they care about is what you want.HR Professionals are working to meet tight deadlines and desperately want to hire that extra person to make their lives easier. When they look at your resume, they want to know one thing: how will you simplify their lives?Rather than an seeminly selfish objective, create a powerful profile summary that demonstrates how your skills and their needs fit.Review these sample profiles.• Marketing professional with eight years project management experience, plus extensive hands on experience in data management, inventory control and in obtaining government bid contracts.<
Did you have any trouble? Did you stumble? Do you know what sets you apart from your competitors? If this was hard for you, you’re not alone. If you were to ask the average car, computer, or caviar salesperson what they do for a living, they’ll probably say, “I sell cars, computers, or caviar.” But what does every other car, computer, or caviar salesperson say? Exactly the same thing!
So what should salespeople who understand their competitive advantage say? How about this for the car salesperson? “My name is Mike and I work with Competitive Motors. I’ve found that there is a lot of confusion in the automotive market today because there have been over 150 new models introduced in just the past three years. I’ve developed a computer book that profiles everything the buyer wants in a car and, in less than five minutes, identifies the models most likely to fit their needs.”
Your Statement of Competitive Advantage
Mike has given his prospect a statement of competitive advantage. It has four components:
-Your name
-Your company
-A statement about a problem in your market
-How you and your product solve that problem
The statement of competitive advantage is a maximum 30-second statement of what differentiates you in the marketplace.
Here’s another example. “My name is Marlene and I work with a company called ‘The Prescription for Doctors.’ Physicians today are being pressured by insurers, employers, and patients to cut health care costs. Yet overhead costs for physicians are constantly rising. We provide a service that allows the physician to spend more time with patients and cut overhead costs at the same time, resulting in better quality care at a lower cost. It’s just what the doctor ordered!”
Here’s one last example. “My name is Beth. It’s nice to meet you. I’m with a company called ‘The Greatest Advertising Agency in the World.’ I’ve discovered that almost every succ
Repeat. Marketing Mantras Make Money. Repeat. Marketing Mantras Make Money. Again.A mantra is a religious prayer or mystical phrase or poem that instills concentration when repeated and is used for meditation and prayer. The key is to focus on the mantra and to block out everything else.A marketing mantra is three to five words that describes how your business or offering is different. It must be easy to say and remember while being easily understood. If it is in writing, it should leap off the page with authenticity and integrity. It can be used internally or externally. It should say how you are different instead of how you are the same.Your marketing mantra should be positive. Study after study shows that positive messages sell better than negative messages and so it is with mantras. Many marketing messages are negative. Who can forget “American Express: Don’t Leave Home without it?” I always feared what might happen if chose to leave without it, so I switched to MasterCard.Mantras help focus your employees and your customers on what makes your offering different. This focus is critical since customers buy because of your differences, not because you are like the competition or have similar benefits. An example of a marketing mantra is “Diamonds Are Forever” by DeBeers Corporation. It accentuates the po
Your Statement of Competitive Advantage
Mike has given his prospect a statement of competitive advantage. It has four components:
-Your name
-Your company
-A statement about a problem in your market
-How you and your product solve that problem
The statement of competitive advantage is a maximum 30-second statement of what differentiates you in the marketplace.
Here’s another example. “My name is Marlene and I work with a company called ‘The Prescription for Doctors.’ Physicians today are being pressured by insurers, employers, and patients to cut health care costs. Yet overhead costs for physicians are constantly rising. We provide a service that allows the physician to spend more time with patients and cut overhead costs at the same time, resulting in better quality care at a lower cost. It’s just what the doctor ordered!”
Here’s one last example. “My name is Beth. It’s nice to meet you. I’m with a company called ‘The Greatest Advertising Agency in the World.’ I’ve discovered that almost every succ
When discussing the coming franchising of all the Worlds nations starting with third world nations to bring them into the first world many have asked why? Why franchise the World? Are we franchising the World for franchising sake? Or is there a purpose and if there is a purpose do we have any buyers or customers and who might sign up for the first franchise?Well, first this is not franchising for Franchise sake really, in fact franchises do better thru team work, both the franchisor, the brand name and all the franchisee countries. It is a Win/Win and it works. Right now trade wars lead to real wars, animosity and such is the current norm. We have in fighting over ideology and fundamentalism so often leading to impossible and insurmountable impasse, in a franchise system there is more unity.You see, everyone is a buyer for the World Franchise System; it is only a matter of when it makes sense for them. Until the time is right it makes no sense, but as we see in Thailand, they are a buyer right now, who will be next? Lebanon? Palestinian Authority (new country), Hmm? How can anyone say there are no buyers out there for a system that can be ongoing and actually work based on a model of what we have here (The United States resembles a franchise organization and system) albeit, more like what it was like with the thirteen c
Here’s another example. “My name is Marlene and I work with a company called ‘The Prescription for Doctors.’ Physicians today are being pressured by insurers, employers, and patients to cut health care costs. Yet overhead costs for physicians are constantly rising. We provide a service that allows the physician to spend more time with patients and cut overhead costs at the same time, resulting in better quality care at a lower cost. It’s just what the doctor ordered!”
Here’s one last example. “My name is Beth. It’s nice to meet you. I’m with a company called ‘The Greatest Advertising Agency in the World.’ I’ve discovered that almost every successful product has either been the first entry in its category or it has been able to create a new category in the mind of its customers. What we do is help companies who are launching new products or having trouble with old ones ensure that their product is positioned to win!”
That really does set you apart from the competition. And it makes you sound like a polished expert right from the start. But how do you determine exactly what your competitive advantage is? The best way to determine your competitive advantage is to break down the components of your product or service into four distinct categories: competitive uniqueness, competitive advantages, competitive parities, and competitive disadvantages. Let’s look at each one individually.
Competitive uniqueness: “What can I do for my customers that no one else can do? What can I offer that no one else can offer?”
Competitive advantages: “What can I do for my customer that my competitor can also do, but I can do it better and I can prove it?”
Competitive parity: “Objectively speaking, my competitors and I are the same here—no real differentiation.”
Competitive disadvantages: When you honestly answer the question: “Where does the competition have an advantage over me?”
You may want to do your analysis by market segment, by competitor, by product, or include all of them, but knowing your competitive position will quickly get you out of the pit and on your customer’s wavelength.
An example of competitive uniqueness exists if a pharmaceutical company receives FDA approval to sell a new drug. Since no one else has the drug, this company now has a competitive uniqueness with this drug.
An example of a competitive advantage might be where two companies market the same drug, but one is a large well-known company and the other is a small relatively unknown company. Even though both are selling essentially the same product, the larger company has an advantage because it’s well known and people ask for the drug by its company name because of its wide name recognition. If no real competitive advantage exists in your product, try to focus on your company reputation, your excellent service, your responsiveness, and reliability or any other factors than can positively differentiate you from your competition.
Next let’s look at competitive parity—what things are the same between the competition and us? That is, what do you have that is exactly like what the competition has but is still important to the customer? Birth control pills are a good example. Several ethical drug companies make different formulations, but all with similar records for preventing pregnancy. This is competitiv
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