CHAPTER 10
Creating a Behavioral Differentiation Strategy
Positive behavioral differentiation has always played a more significant role than technical problem solving in the development of long-lasting relationships. This fact became evident two decades ago when Florida went to a qualifications-based selection process for their construction professionals. Technical differentiation lasts only as long as it takes for the competition to learn of your new approach and offer the same services—often only a few weeks. Behavioral differentiation has shown to last over twenty years, and it will continue to do so as long as a human being makes the buying ...
Get Behavioral Advantage now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
