Making service count as a differentiator

Published in Sales Initiative

In a world of increasing product commoditisation so many organisations now seem to be turning to service as a key differentiator so that they can justify a price premium and safeguard their profit margin.

The challenge of course is to make sure that your service is truly a differentiator and to find ways of demonstrating the superior value it delivers to the hard-nosed procurement professional who is negotiating with you across the table and refuses to acknowledge the long-term value your service differentiation can bring.

There are a number of strategies that organisations adopt to meet this challenge...