A Stronger Value Proposition
Most sales people get caught up in “what” they make or “how” they do things.
They are driven by goals and objectives handed down by their dales manager … all tailored to strengthen and support the growth of the organization. Most sales executives want results, and they want then “now.”
I like to remind people that the best time to grow a tree was twenty years ago. The next best time is today. The same holds true with a successful sales campaign. The best time? Many days ago. But, hat can you do if today represents day one?
First, let’s tightly define our value proposition. Think in terms of the prospect’s wants, dreams and desires. What can you bring to their life worth celebrating?
Here are a few questions you can use during an in-company brainstorming session to help clarify your value.
- What problems does our product/service solve?
- How do these problems impact other parts of the company?
- How does our product/service affect our customer’s bottom line?
- What positive impact has our service had on bringing additional revenue to our clients?
- Does our offering provide our customers with a competitive advantage?
- Does our service have an impact on our customer’s customer?
- Can we affect their systems, communications or turnaround?
These are a few questions to help stimulate your thinking and help determine your worth.