Differentiators and Discriminators
<p><strong>Differentiators </strong>are aspects of a seller's offer, expertise, or past performance that differ from those of the competition. They may or may not be a factor in a buyer's choice.</p>
<p>Where a Differentiator relates to an area of perceived need by the Buyer it is called a <strong>Discriminator</strong>.</p>
<p>Discriminators are the basis on which an evaluator will choose (discriminate) between one seller and another. Discriminators can be positive or negative.</p>
<p>Features that support or enable a Discriminator are referred to as Discriminating Features.</p>
<p><a class="thought-link" href="brain://api.thebrain.com/7v5tDKUtfU6fS74MbJ3j5A/IL3z-_quN0itSq18gokfvA/Fab">FAB</a></p>
<p> </p>