Delivering Dynamic Sales Propositions
Our Delivering Dynamic Propositions workshop teaches delegates how to formulate and communicate a unique business value. This is a clearly differentiated statement of the tangible benefits a client gets from using an organisation’s products or services and should form the basis of the pitch.
At the end of the course the team will be able to clearly answer the following three questions:
) Why should I buy your solution?
) Why are you different to anyone else?
) What’s in it for me?
Differentiators are of little or no value unless they connect with the client’s business issues and needs, so delegates are shown how to successfully integrate the answers to these points into each sales pitch and for each audience.
Delegates will cover:
) The importance of Sales Value Propositions for customers, prospects, the company and themselves
) How to change customer and prospect perceptions using Sales Value Propositions
) A methodology for developing Sales Value Propositions
) Layering Sales Value Propositions to reinforce key company messages
) Value Propositions that talk to each and every customer or prospect;
) How to develop different propositions for different buyers within a company
) How and where to use Sales Value Propositions within company communications