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.
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Tomorrow - January 21
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Assertiveness v. Aggressiveness
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Today - January 20
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On this Day: Martin Luther King, Jr.
Read MoreThere’s a lot in common between a preacher and a seller: both are passionate about influencing the minds of others. Follow Martin Luther King Jr.’s lead and focus on what is best for your customers.
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January 18 - 19
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Read More
Mindfulness/Self-care
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January 17
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Role-playing made easy
Read MoreYou cringe when being forced to role-play in a group because few managers know how to run a good session. Role-playing should begin first with 1:1 sessions with your favorite work friends.
“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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