Tuesday, 27 February
Today's Topic
Value Proposition

Skill + Do

Your VP is a weapon that should require a permit to use. Do you use it as such? That would mean you wield it like a sword to differentiate your company and offering.

If you work for a company that has created a cogent, smart, relevant messaging script that accurately (and succinctly) summarizes your offering value, congrats.

A sturdy value prop is the anchor tool for every seller.

Odds are, however, that you don’t have what was described above. But that’s okay because you can help create a VP that works for you and your customers.

Your full version VP – or a truncated version – can be used in many different ways to help your selling. Try these on for size:

1. When appealing for a meeting.

2. When differentiating your value versus a competitor.

3. To combat objections.

4. When business is going south…or you’re trying to save an order. Or…

5. When you’re trying to close a deal.

Open your mind to the many diverse selling situations that call for you to use your VP, and you’ll help the buyer appreciate why they should do business with you.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

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June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

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“Your customers are the judge, jury, and executioner of your value proposition. They will be merciless if you don’t find fit!” Alexander Osterwalder

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