Welcome to part 3!
We have looked at the Journey model and the Inclusive model.
Now it maybe that one or both (or none) of those would work in your environment so let me take you the third model we use and you can too.
This is the Comparative Model.
So the Comparative model is EXACTLY what it sounds like.
It's a way for you to show graphically, how your solution compares to the competition. Car manufacturers and others have been using the model for years to let you see how their model stacks up against the competitions car in the same class.
There are some dangers with this...the obvious one is, you talk about your competition!
That being said, if you are comfortable that your solution has more than the competitions and you can substantiate the value proposition, it becomes hard to argue with.
Using one or all of these models in your prospect conversations will go a long way to helping you increase your conversions.
In our business we use the Journey and the Inclusive models extensively - you wouldn't believe our close rate :-)
James - Business Success Coach
PS: If you would like some help in your business or would just like to discuss an issue you are having, go ahead and book a quick 15minute call with me and let's see if I can get you unstuck. You can book by going to: www.jameslawsonapply.com
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