”I value-speak good…”

”Hey, Mr. Buyer, lemme explain why that feature is 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 versus features when talking with buyers.

It’s obvious why your buyers need you to simplify things for them…especially your value proposition. They’re in back-to-back meetings, drowning in emails, scrambling against deadlines, and facing spontaneous fire drills…all without lunch.

Do the translating for them.

When you catch yourself running on in your pitch meetings today, launch an invisible bubble over your head that contains these words:

”So What?”

Answer the ”So What?” for the buyer.

If launching a bubble on the top of your head while you’re talking to your buyers is too much work, try this value-speak prompt…

”So, Mr. Buyer, you’re asking, why should I care? ….well, you should care because…”

Explain why they should care in the language they speak. Succinctly.

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