by colly | in business | 0 comments

“Understanding Your Value Proposition”

Sell value, don’t sell the benefits was the theme of my last post. We need to understand the value we add to our customers.

noun
the regard that something is held to deserve; the importance, worth, or usefulness of something. The worth of something compared to the price paid or asked for it.

verb
estimate the monetary worth of.

How do you add value to your customer’s?

Here’s how to build a Value Proposition:-

• How do you impact your customer’s bottom line or expenses?
• What additional revenue/business do you bring to your clients?
• How do you enable your customer to achieve a competitive advantage?
• Does your offering have an impact on your customer’s customer?

Four questions…………….. 

1. What value can you add to your customer’s business?
2. What differentiates you from the competition?
3. What new ideas can you bring to your customer’s business?
4. What capabilities can you demonstrate to solve your customers problems

So don’t talk product, features, price! That only creates a value gap.
The customer wants to know the value in the product for them.

Can you discover the value proposition in you product or service?

Colly Graham
www.salesxcellence.com/
www.salesxcellence.co.uk/