Your value prop…YOUR voice

A strong and effective VP may start with the script handed down from your enablement team, but it’s your editing and human voice that make it believable.

Buyers want to hear how their world gets better. Lead with the benefits they’ll receive, and mention your offering’s features only if they support your story.

Your VP is your primary selling tool that can help in so many use cases; keep shaping and practicing it until it sounds unmistakably like you.

Today, practice your VP with a friend. Role-play it. HARD. It’s the only path toward VP mastery!

If you don’t sound confident and authentic, then surgically remove certain words or phrases that don’t feel like you. Replace them with language you can deliver naturally.

If you sound like a website, a sales collateral piece, or a pitch… keep practicing.

It’s always best to practice on a friend rather than on a prospect.

Anyone can memorize a script summarizing a company’s benefits package, but those who know how to make the VP sizzle are those who consistently hit their numbers.

Watch Michael Keaton bring the passion and emotion to his VP as Ray Kroc in this 1.5-minute clip from the movie, The Founder. (Big Mac anyone?)