One of the most important tenents when selling, especially when you are a pro and know you need to reach and engage with the Decision Maker so you can get funded and close your deal in a reasonable timeframe, is to sell VALUE. But, this is easier said than done.
Practically 99% of the training courses, lectures, webinars, Onsite training, self-study…fail to help you actually “build a Value Proposition” designed for your specific target industries, with your targeted Companies, with your targeted Executives, and even down the chain by key title of position. Yes, Value Propositions are not “one size fits all”(free “gifts of Knowledge”). Of paramount, they are designed to sell your own company is a competitive differentiation.
Your Value Proposition needs to:
- Quickly establish you as an Industry or Trusted Resource or a Knowledgeable Salesperson.
- Shows your prospects you understand their pains or issues.
- You can express how you can help in “dollars & cents.
- You do NOT FAIL to “prove it” to your decision maker or prospect.
- Your Value Proposition should help diffuse creating resistance and objections.
What to do?
- First, proof you understand the industry and your Prospects pains or issues.
- Second, show you are delivering them a Strategic Gain (new revenues, faster to market, faster production, less risk with new products, better quality).
- Third, show the Financial improvements (NPV, IRR, Cash Flows and to a lesser extent, a ROI).
- Lastly, show them their Personal Advantages (getting a raise or promotion, recognized by your peers, pride of ownership, job security, paying for kid’s college, etc.).
What do you do next? Send us an email and we’ll arrange for you to speak with Ed to chat about how these learnings can help build more sales just for your business.