10/23/2023-“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.

"…so lemme explain why that’s important to you…"

That’s called value-speak…the art of summarizing what’s important to the customer and why they should care about your offering.

Each day, your customer is in back-to-back meetings, bombarded by emails, dealing with deadlines, and, and…. are you getting the picture?

Your buyers need you to simplify things for them…especially things like your value proposition.

Summarize benefits for the customer by using value-speak and you’ll have a strong shot at the customer remembering your value…and you.

When you hear yourself talking too much 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 tell the customer why they should care about whatever the heck you were talking about. Summarize it for them.

Here’s another value-speak phrase you can use, "…so lemme explain why X is important to you…" And then highlight what about X is important to the customer!

Your customers need constant reminders of your value, and using value-speak phrases will help you do that.

Don’t expect your buyers to hang in there and stay attentive during your long statements and explanations…their ability to focus is only so strong. Translate your long answers into succinct benefit nuggets for them.

Use value speak to remind buyers of your benefit package so they can quickly and easily understand the WIFM: What’s In It For Me.

Your offering is layered with nuances, so it’s easy to get trapped thinking you must explain everything. But you don’t. You just have to explain why your customer needs to care and how they will benefit.

Value-speak is a great technique that can be mastered quickly to keep you focused on summarizing the benefits your customer needs to care about.

When you catch yourself rambling and don’t know how to stop, interrupt yourself and say, "So lemme summarize that long answer to you…here’s what you need to remember…".

If you sense your customer is drifting and you need to reel them back, you could say, "Here’s what you need to remember about all of that…".

And if you even want to poke fun at yourself, you could say, "Okay, so I rambled a lot there…lemme summarize all that for you."

Value-speak makes you focus on succinct and relevant benefit nuggets for your customers. For that, they most certainly will appreciate.

Unless you regularly use value-speak, your customers may hear you as Steve Carell sounds like in Bruce Almighty.

In this silly, 1-minute clip, Steve’s character, Evan, will likely make you laugh, and it’ll inspire you to speak briefly and clearly about your value proposition.

Customers mildly care about features, they mostly care about benefits.