Articulating and defending your differentiating value proposition
- What is a Differential Value Proposition
- What is my value proposition
- What is different about it
- What is better about my product
- What is better about my company
- Why am I better than them
- If you can’t say it, you can sell it
- Show – don’t tell
The Question Ladder
- What do you do
- What is your role
- What do you want
- Why do you want it
- Why don’t you have it
- What happens if you get it
- What does success look like
- What is it worth
- How can we help
Sales Methodologies
Client Value
- What represents value to the client
- How does my solution deliver client value
- What are value levers for the client’s industry
Solution seliing
- Client Vision
- If…then…so what
Strategic selling
- Plan for: Accounts, Deals, Relationships
- Qualification: Winnable deal worth winning with customers worth having
- Roles: Technical, Admin, User, Economic, Executive Buyer and Coach
- Motivation: costs, revenues, competition, market and organizational change, regulation……
Power Based Selling
- Relationship management
- Relationship mapping
- Power Center Identification
- Who / Whom (Lenin)
Business Case Development
-
We help understand what a business case is, how be ready with yours. A good business case:
- Understands the client value
- Is ready when you need it
- Models where data is unavailable
- Understands firm economics
- Understands the competition
- Builds in Revenue. Costs, Quality, Risk Management
- Raises sponsor profile / prestige internally
- Is owned by the client
Social Media and eMail
- How to use them
- What are they good for
- Building a personal brand
- How do customers use them
