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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

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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

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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.

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Apple Redefined the word “Addiction”

Elephant in a pocket

creates PSD for music lovers