Make a memorable impression with relevant value propositions.
Customers value different aspects of companies, products, and services. No single item universally establishes value in the minds of customers and prospects. In this session, we look at the four types of value and how they affect customer’s perceptions. We assess sources of value and build questions to determine what customers value and how to quantify it. Salespeople can use this information to maintain margins and differentiate themselves in the minds of their prospects and customers.
Answering the question all prospects and customers have: “So what?” “What’s in it for me?” “Why should I talk to you?”
What do your customers and prospects value most?
Sources of value.
Value is the key to knowing how to craft questions and messages that create customer engagement.
How to use value questions and propositions to generate a meaningful environment for customer engagement.
Determine what your prospect or customer values using targeted questions.
Assess your prospect’s or customer’s sources of value to position your products and services meaningfully.
Create a compelling message for prospects or customers using value propositions.
Participants use value questions to engage prospects in meaningful conversations that will differentiate themselves, their solutions, and their properties.
Participants use value propositions to deliver messages that compel prospects to respond to either voicemails or emails.
Follow-Up Assignment (Optional)
Create five value-based questions, and five value propositions based on the methodology explained during the workshop.