interestingly the subtitle of Lisa Dennis’ book Value Propositions That Sell is “turning your message into a magnet that attracts buyers”
What draws you to my blog every week?
I’m sure it’s not because sales training & coaching are RIVETING topics.
Instead it’s probably because: In a world where last quarter’s results are how a team is judged, the fact that 42% of sales reps are not hitting their number is frightening.
Without consistent prospect conversion, no organization can hit their revenue numbers. Sales reps grapple with the reality that it is increasingly difficult to capture new customers who don’t have the brain power, time, or money to consider new vendors. Without seeing a clear difference from their current supplier, skeptical prospects ask why change?
You don’t care what I do – you care what I DO FOR YOU. YUP that is what I came up with as YOUR objective when working on my own value proposition.
Which is why you need to STOP having your team talk about your products & services… and begin talking about the problems your customers need to solve.
Need help? Check out the book Value Propositions That Sell
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