The Transformational Economy
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The document discusses the transition to a "transformational economy" where businesses must focus on more than just price discounts and sales to compete. It argues that economic offerings need to consider customers' ultimate aims and satisfaction rather than just intelligence or commodities. A good sales model drives up customer satisfaction, drives down sacrifice, builds surprise, and employs suspense through managing these elements together to change the fundamental reasons for purchases. It presents an "economic pyramid" showing the levels of determining transformations, depicting experiences, devising services, developing goods, and discovering commodities.
The Transformational Economy
- 1. The Transformational Economy Overstocked! Undersold. Ten, 20, 30, 40 percent discounts. Half off everything! Buy one, get one free. Free financing for a year. Guaranteed lowest prices! Going out of business saleIn a word: Commoditized. How do you compete without the basis of prices? Today every business competing for the future in customer-centric, customer-driven, customer-focused, customer-yadda-yadda-yadda. So what is new? Economic offerings not forms of intelligence comprise the substance of buying and selling. Today those offering economic value and offerings must be concerned with the ultimate aims of man. A good sales model: Drive up customer satisfaction drive down customer sacrifice build customer surprise employ customer suspense. When these elements are managed in unison it helps companies and or buyers purchase goods and services for fundamentally new and different reasons. The Economic Pyramid Determine And guide Transformations Depict and Stage Experiences Devise and Deliver Services Develop and Make Goods Discover and Extract Commodities