Weaponize your value prop

Your VP is a utility knife.

It can be used to get meetings.

It can help you open and close meetings effectively.

It can help you handle objections.

And, of course, it can help you close business!

If you’re not actively using your VP in every customer interaction – and in multiple use cases – it might mean you don’t buy into it or it’s not packaged right.

Either way, you must figure out a way to use it …because without it, you’re naked on the battlefield.

Don’t wait for VP script revisions from your organization; take matters into your own hands and create a version that works for you and your target accounts).

Follow the Three C blueprint for VP construction: concise, clear, and compelling.

After you get the VP where you want it, practice it with a seller friend. Then, start using it and observe closely how it lands in real time with buyers…they’re the ultimate judge and jury.

Remember, customers care about benefits, not product features.

This vintage training video from the UK about benefit selling proves that quality, dry, ironic humor is timeless…just like value props.

Neither goes out of style.

Obsess about your VP.