Benefit Uniqueness Close
This usually relates to a function, feature or benefit (and in some cases all three) that is/are peculiar to a product or service or supplier. It may also be that no other competitor can offer it.
Uniqueness is usually a much overlooked aspect of selling. The vast majority of sales organizations focus their efforts on selling ‘me too’ products and services, and because of that inevitably discussions tend to concentrate on price differences.
On the other hand, the most enlightened and progressive sales organizations strive to develop unique qualities in the propositions, which will dramatically reduces competitive pressures.