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 - May 24 - 25
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Make a new friend and get inspired
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Today - May 23
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Friday is PRACTICE day!
Read MoreStick a fork in the old way of practicing skills: sitting on a chair on a stage role-playing in front of your peers. There’s a better way that involves you and your BFF at work.
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May 22
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What "Closed-Lost" can do for you
Read MoreA healthy balance of fear of failure and desire to succeed are important for all who strive to be in the TOP 10%. Don’t be afraid to lose; just fight harder next time.
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May 21
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99 SELLING days 'til Q4
Read MoreYou can not be too prepared for Q4 selling…closing business always takes longer than you think it should. For revenue to land during the last quarter, start plotting your strategy and steps now.
“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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