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Creating Competitive Advantage Give Customers a Reason to Choose You over Your Competitors

ISBN-10: 0385517092
ISBN-13: 9780385517096
Edition: 2006
List price: $21.00 Buy it from $3.00
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Description: Why should I do business with you... and not your competitor? Whether you are a retailer, manufacturer, distributor, or service provider - if you cannot answer this question, you are surely losing customers, clients and market share. This  More...

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Book details

List price: $21.00
Copyright year: 2006
Publisher: Knopf Doubleday Publishing Group
Publication date: 4/25/2006
Binding: Hardcover
Pages: 240
Size: 5.25" wide x 8.00" long x 0.75" tall
Weight: 0.682
Language: English

Why should I do business with you... and not your competitor? Whether you are a retailer, manufacturer, distributor, or service provider - if you cannot answer this question, you are surely losing customers, clients and market share. This eye-opening book reveals how identifying your competitive advantages (and trumpeting them to the marketplace) is the most surefire way to close deals, retain clients, and stay miles ahead of the competition. The five fatal flaws of most companies: - They don't have a competitive advantage but think they do - They have a competitive advantage but don't know what it is--so they lower prices instead - They know what their competitive advantage is but neglect to tell clients about it - They mistake "strengths" for competitive advantages - They don't concentrate on competitive advantages when making strategic and operational decisions The good news is that you "can" overcome these costly mistakes - by identifying your competitive advantages and creating new ones. Consultant, public speaker, and competitive advantage expert Jaynie Smith will show you how scores of small and large companies substantially increased their sales by focusing on their competitive advantages. When advising a CEO frustrated by his salespeople's inability to close deals, Smith discovered that his company stayed on schedule 95 percent of the time - an achievement no one else in hisindustry could claim. By touting this and other competitive advantages to customers, closing rates increased by 30 percent--and so did company revenues. Jack Welch has said, "If you don't have a competitive advantage, don't compete." This straight-to-the-point book is filled with insightful stories and specific steps on how to pinpoint your competitive advantages, develop new ones, and get the message out about them.

Competitive advantage is the reason you're in business
How competitive advantage closes deals
Your competitive advantage can save your customers money : it's up to you to show them how
Competitive advantages free you from price-based competition
Competitive advantages are not simply strengths
Competitive positioning : seize the high ground first
Dangerous disparity : the gap between what you assume about your customers and what they really think
Identifying your own company's competitive advantages : the devil is in the details
If you don't have a competitive advantage, create one
Communicate, communicate, communicate

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