Thoughtful Thursdays – About your value proposition
A propostion is put forth to convince the listener to consider what you are proposing as a viable option. It is the reason your prospect will listen to you and paves the way for meaningful conversation.
You may use several value propostions to ulimately close the sale.
Make a note of each person involved in the decsion making process and determine what they value. It comes back to the benefits your product or service offering brings. Not every benefit will be valued in the same order for each person.
As an example, consider the following benefits:
- Dollar savings
- Lower environmental impact
- Higher production output
- Ease of the purchasing transaction
- Better terms and condtions of sale
- Time efficiencies
It is desirable to be prepared to discuss a different value propostion with each person involved in the sale, influencers as well as the decision makers. Getting as many people on your side as possible will increase the probability of closing the sale.
Be mindful that different positions within a company may have different performance metrics.
Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.