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There are2 aspects which can be checked.One is commercial USP & other technical.
Commercial usp can be price,service,delivery time,packing,payment terms which u can offer.
Technical usp has to be found & should try to leverage that to your advantage.
let it similar to competitor product , I choose selling point from customer benefit point of view how my product is more benefit from competitor product in
1. solving customer need
2. Quality
3. cost..
Payment drivery timing keep up, branded excellented producted, customer support first,high quality
A.) Same quality, but lower price
or B) Same price, but higher quality
If both the product are smiler so the selling point and differentiator is you. If the prospective customers like and trust you he will buy from you if he like the other sales person he will buy from him.
Your branding, quality and excellent customer service
My selling point is the strengths in my product yet the weaknesses in theirs if we came to a comparison..
but my having the write salesman to do so is the key point...
perception is reality, reality is not reality. So look for perceived differences and if none exists, create one.
I always believing in FAB (features, advantage and benefits) but beyond this stage what coorelates the most is knowlege of the segment, understanding the client
