Exclusivity

“The best strategy is always to be very strong.” — Carl von Clausewitz, military strategist

Key Ideas:

• In most sales situations, it’s in your best interest to maintain Exclusivity: creating a unique offer or quality that other firms can’t match.
• If you’re the only person or company that offers what your prospect wants, you’re in a very strong position to negotiate on favorable terms .
• Exclusive offers make it much easier to maintain high Perceived Value, since there’s no direct competition.
• Exclusive offers are easier to create when you’re creating something new, which means an exclusivity strategy makes the most sense for Products and Services.

Questions for Consideration:

• Do you have any exclusive offers?
• What would you need to do to create an exclusive offer with high profit margins?