How effectively are you educating your team on sharing your customer's story relating to your value proposition?
The real value of your business has very little to do with telling your prospects how wonderful your company, products, and people are. Your value proposition is not your experience, your customer service, your product quality or similar traits.
Your value proposition is related to your ability to share the story your customers tell about the impact, the benefit, the WOW they have experienced while doing business with you.
- Meet with your best customers.
- Learn and understand their story.
- Understand and internalize their story.
- Share it with your team.
- Educate your team on how to articulate that story as value in the market.
- Make it part of their relationship building conversation.
Other resources:
Sales Cooke: The Three Most Important Questions
Ken Thoreson: Selling the Emotion