Thoughtful Thursdays – Value is not a fad
For as long as there has been competition, sales professionals have sought their unique selling point or sales proposition and it is music to my ears when I hear that sales training organizations continue to talk about USP’s and value propositions.
Over a period of time it becomes easy to think that your prospects know the value of your products, services and doing business with you. Buyers are becoming smarter, gaining more knowledge via the Internet in addition to traditional sources of information. It is probable you have communicated your USP thousands of times to thousands of prospects. The repetition of your message can become tedious.
If you ever find yourself pulling back from talking about the value you and your products bring, remember that it may be the first time your prospect has heard your story. Share it with the same enthusiasm you did the first time, every time.
It is also beneficial to review your USP’s and value propositions on a regular basis. What people value may change over time and it is important that you change with it. That is not to say that they stop looking for value. It is what they value that changes.
Fads come and go, but like good manners and respect, value never goes out of style. It may change its appearance, but every buyer is looking for it.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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