Imagine your business’s ultimate competitive advantages
Not only does your company have operational excellence, but your marketing is efficient and strategic
…Your team understands your customer’s core problems not only as they exist internally for the customer, but also how your own current market offer actually hinders your customers progress
…whether it be from current limiting features of your product, like not being strong enough, not fast enough, not often enough, or whatever… but also from your internal policies, such as your pricing models or supply restrictions.
So we can actually create 2 perspectives of ‘current reality’.
- One as it exists solely for your prospect, which will include the problems YOU are actually causing for them…
- And another version of current reality which solely looks at your own internal structure, including the effects that your policies and situation have on your prospects business.
Now we have the starting point to develop a knock-out competitive advantage that your industry hasn’t even yet dreamed of, and your direct competitors will probably find very difficult to emulate, let alone implement any time soon.
THIS will be a Mafia Offer
An offer that your prospects simply can not refuse.
Developing Mafia Offers requires the use of the TOC Thinking Processes
This creates a competitive advantage that secures your future profits.
Mafia Offers “can only be created by satisfying a significant need of the market to the extent that no other significant competitor can.†(Herman & Goldratt)
The Challenge to Create Mafia Offers
In SPIN Selling, Neil Rackham’s research revealed that the methods used for large sales often created self-inflicted sales constraints.
A sales constraint exists when something we do, often as a result of internal policy, results in the loss of sales.
Mafia offers increase success because we take on the responsibility to discover sales constraints that exist within our companies behaviour and policies — which are by nature areas that we have greater ability to control and change.
For example:
Along with the greater complexity of large sales, the buyer may not understand either the paradigm which we propose in our solution, or the various features of our offer.
Nonaka and Takeuchi explain it this way:
Most customers’ needs are tacit, which means that they cannot tell exactly or explicitly what they need or want. Asked ‘What do you need or want?’ most customers tend to answer the question from their limited explicit knowledge of the available products or services they acquired in the past.
Thus, our offer, or at least the way in which we present it, often loses the sale because it does not truly connect with the prospects perspective. (see Rackham’s research in SPIN Selling for the research)
The ability to tactfully verbalize the prospects needs is OUR responsibility, and opportunity, which is at the heart of the Mafia Offer.
This is achieved by creating a business proposal for clients that will remove constraints on their perception of the value of your product or service.
Or more simply:
A solution to your clients current limitations that your client can genuinely understand and connect with.
In today’s market place, this requires crafting your mafia offers in real-time.
Here’s exactly how:
Crafting Your Mafia Offers In-Situ to Re-Invigorate Business Growth
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