Issue link: https://www.e-digitaleditions.com/i/92325
Pain continued buyer take buying from you compared to your competi- tors? You can lower their risk due to your increased inven- tory or manufacturing capacity (a lower risk of being out of stock); your multiple locations; or special last-minute delivery options (a lower risk of running out of product). Joe lowered his customer's risk by redefining how his industry serviced and maintained a customer's equip- ment. their life or work easier? Do any of your competitors out- shine you in this area? Comparatively speaking, who is easier to work with, you or your competitor? You can make your customer's life and work easier with the due diligence of your assigned account support team (offering more consistent support), having your order desk staffed more hours (easier to place an order), having a more complete website (easier to search out products, pricing and questions), or by having faster problem-resolution response times (easier to get your problems fixed faster and with less interruptions). Make My Life/Work Easier: What can you do to make you help lower your customer's total costs or increase their profitability? This is not just quoting a lower price and accepting less profit. You can sell at a higher price, yet still be a lower total cost when you include and evalu- ate all of the costs and savings associated with your buyer's time, usage, hassles, and possible disruptions to their business. Lower My Costs or Increase My Profitability: How can your competitive advantage at www.pancero.com or by checking him out on YouTube. 68 FEDA News & Views and your team uncover, redefine and discover solutions to solve your customer's greatest pain? Here's a worthwhile challenge: All you have to do to validate or disprove the effectiveness of these questions is to start being more proactive. Start by asking the right questions and working to see if you can identify new ways to solve their pain. Experience has taught me that the end result will be a greater competitive advantage and more long-term, high- margin business. Learn more about Jim Pancero's ideas on increasing increase your buyer's competitive advantage? You can help increase your customer's competitive advantage by granting them free use of your application experts (show- ing them how to lower their operating costs or safely reduce their inventory levels); by your ability to propose a more durable product (improving the durability of your customer's products will increase their competitive edge); or by your ability to help them open new markets for their products. Think these four "core values" questions can help you Increase My Competitive Advantage: How can you help