Since today is the line in the sand for the topic of selling the greater good, I thought we would begin with the definitions of the three selling methodologies.

1. Product based selling: where the price of a good or a services, as a selling technique,  is lowered in order to obtain a sale. As products become more of a commodity, the lower the price.

EX: Walmart has a product based model ” with over 33 thousand SKUs and the lowest price every day” as the motto. Question does anyone want to race to the bottom against the Walmart machine?

2. Process based selling: where a service is added to the product to obtain a sale.

EX: Honda includes  3 years of oil changes when you buy a Honda car. The focus is now on the service not the product as the value proposition.

3. Outcome based selling: the customers business outcome or desire and the brand of the company selling the products is the value proposition.

EX: Nike doesn’t sell sneakers and apparel, they sell winning. Harley Davidson doesn’t sell motorcycles they sell a specific life style.

Once you know that there are  three and only three ways to go to market the next break through is to realize which one is deployed in your business today! A little hint, this requires self evaluation and personal cause to the current situation. Big boy stuff.

see you all tomorrow,