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PSD ( Perceptible Selling Differentiation )- by Shining Consulting
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1 www.shiningconsulting.com
2 www.shiningconsulting.com
In today’s fast paced product innovation cycle results in too many undifferentiated products.
Coupled with that is the increasing demand for experience by consumers
Marketers are challenged in their ability to sell and resell products in
this situation.
One solution is to provide Perceptible Selling
Differentiation
3
1. Market Knowledge
2. Consumer involvement
3. Thinking & Logic
4. Solution
4 www.shiningconsulting.com
Customer acceptance
at a sensorial level
PERC
EPTI
BLESELLING
DIFFERENTIATION3. Extraordinary raw material
Eg. Great tasting meat
1. Aspect that creates a new experience in the product
Eg. Extra balanced salt
2. The value of the source
Eg. Expert chef
Analogy with a chef
5 www.shiningconsulting.com
3 factors for purchase
• Word of mouth: It covers the entire gamut from where we get our information, including social networking space.
• First visual appearance: Visual appearance also encourages purchase of items not immediately necessary but on seeing it seems to be the right fit.
• Actual experience: if primary purchase went well but the repeat purchase has went stalled it means that the deficiencies have crept into your offer and its perceptible selling difference.
6 www.shiningconsulting.com
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