In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and explored “Why Will The Customer Want To Choose Us Right Now?” We discussed perhaps one of the most misunderstood concepts in business and was value. In this blog, we’ll provide a capstone to the first four sales management questions by exploring what I consider the definitive output of any selling process and that is the Value Proposition.
Our goal should always be to present an Irresistible Value Proposition – one that will cause the customer to sit up, take notice, want what we’re selling and want it right now! However, we should first make a distinction between a “marketing value proposition” and a “sales value proposition” as I find many salespeople tend to equate the two, when they are really different things.