10/17/2024-“I value-speak good…”

Incorporating ‘value-speak’ into your conversations guarantees you’ll succinctly present relevant benefit nuggets for your customers. They’ll appreciate you providing quick value prop takeaways.

"Hey Mr Prospect, lemme explain why that’s important to you…"

Using lines like the above to a customer is referred to as value-speak…and it’s a practice that forces you to emphasize value (as opposed to features.)

Picture a day in your customer’s life: back-to-back meetings, emails x 1,000, deadlines, fire drills, and no lunch.

Is it any wonder your buyers need you to simplify things for them…especially your value.

Summarize benefits for the customer by using value-speak, and you’ll have a better chance the customer will remember your solution…and you.

When you hear yourself running on in your pitch meetings today, float an invisible bubble over your head featuring this script…

"So Mr. Buyer, you’re asking, why should I care? ….well, you should care because…" And then succinctly explain to the customer why they should care.

Summarize it for them. Topline it. Boil it down!

Here’s another value-speak phrase that’ll prompt you to talk about value…

"So lemme explain why XYX is important to you…" And then, do it! Explain why they should care about XYZ.

Unless you use value-speak, your customers will hear you as Steve Carell sounds in this Bruce Almighty clip.

Customers mildly care about features; they mostly care about benefits to them.