Own – don’t rent – your value prop

It is your obligation to pressure-test your value proposition in every customer interaction. Using your VP regularly allows you to figure out what is sticking….and it means you’re selling value! (Yay!)

And, your feedback to your manager and others in the org is vital to help the company support you. Your company’s offering is dynamic, and it only gets stronger when everyone’s pulling together to make it better.

Today, create custom Value Prop messaging for every meeting you have this week. Take your foundational VP and shape it perfectly for every account.

If you struggle, it means you don’t know enough about what the buyer wants. …and that will drive your prep.

The exercise will also help you craft a proposal for the prospect and prepare you for the objection-handling you’ll need to do.

As you’ll see in this dryer-than-dry satirical Short, everyone is speaking the same language, yet no one is communicating.

It’s your job to figure out which language your buyer speaks.