These key areas of Sales are made of prominent characteristics which can make a huge difference to Selling.
Provides clarity on what your Customer is Buying & what are they paying for
How much to commit
What does the Customer get, which can be measured/valued/assessed
Decides the pricing band - impacts sales cycle - influences sales velocity
Is borne of the Vision & Mission in the business/project of offering
Feeds to hold the Pricing (aka Positioning)
Differentiation is a journey and starts dissipating in its value-to-the-Seller, soon as it is demonstrated
Differentiation is in the Selling and may be distinctly witnessed by Buyer, keen to pay for their needs to-be addressed, resulting thereof
A lot of selling organizations & salespersons dilute their efforts (waste time-money) if these offerings are not devised specifically in how they influence Buying.