Daily Quote |
Skill
If you're reluctant to pitch your customers with the Value Prop that your marketing team created, you have good instincts! While well-intentioned, your team creates messages that aren't street-ready.
To avoid sounding like a web page, translate your VP into human-speak.
The worst is to tuck away your VP and ignore it. If you do that, you'll develop the bad habit of talking only about features, features, features, instead of benefits, benefits, benefits in your pitch meetings.
Do
Today, practice your VP with a friend. (Yes, that's called role-playing – that's not below you, right?)
Seriously…grab a partner and practice the numerous use cases for your VP; you need to build your human speak muscle.
Whether using your VP to help you start a meeting, battle objections, or differentiate your offering, your language must sound natural and human.
It requires practice to nail your VP, and of course, you never want to practice ON your clients…you want to practice WITH your friends.
Oomph
So you got your value prop down…and now you're ready to turn it UP! Good!
Anyone can memorize a script summarizing a company's benefits package, but those who know how to make the VP sizzle day in and day out hit their numbers.
Watch Michael Keaton bring the passion and sell the vision as Ray Kroc in this clip from the movie, The Founder.
So you got your value prop down…and now you're ready to turn it UP! Good!
Anyone can memorize a script summarizing a company's benefits package, but those who know how to make the VP sizzle day in and day out hit their numbers.
Watch Michael Keaton bring the passion and sell the vision as Ray Kroc in this clip from the movie, The Founder.
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