Your value proposition is the core of your competitive advantage. It clearly articulates why someone would want to buy from your company instead of a competitor and the value that a customer can expect to derive from your product or service. A well-crafted value proposition could be the difference between winning a sale and losing it.
What Is a Value Proposition?
A value proposition isn’t just the product or service you agree to deliver to the customer — it’s the ingredient of your business that solves a problem competitors can’t. Your value proposition is your unique identifier. Without it, people don’t have a reason to work with you over somebody else.
While your value prop should help differentiate you from the rest of the industry. It goes deep into the problems you want to solve for people, and what makes you the right one for the job.
- Identify all the benefits your product offers.
- Describe what makes these benefits valuable.
- Identify your customer’s main problem.
- Connect this value to your buyer’s problem.
- Differentiate yourself as the preferred provider of this value.
What is a Sales Story?
The Sales Story is the creative narrative that is used by the sales team to communicate your value proposition to customers. This narrative is delivered during sales calls or presentations to create maximum impact. It includes all of the elements of the Value Proposition but is designed to be memorable and easily convey the Value Proposition Message. It also allows sales leadership to develop and train to a consistent approach and message across the sales team.
Long Beach Sales & Marketing:
It is often hard to take the time to develop a strong value proposition that is powerful and meaningful. Let Long Beach Sales & Marketing help you create your sales advantage.