Developing Value Propositions

Developing your Value Proposition ensures that your company stands out from your competition. In the highly competitive sales environment it is becoming increasingly important to differentiate ourselves based on value instead of on product features or price.

The ability to articulate that value into a Value Proposition could be the differentiator that enables you to win the sale or position your organisation more favourably with the customer. The ability to be able to do this does not sit solely with the Sales Professionals, but with everyone who interacts directly with the customer.

In a highly interactive one day program, we look at the potential areas to establish value, from the customer’s perspective; we look at the various levels of Value Proposition (Market, Industry, Account, Dept/Div, Dept Head) and how they need to be aligned with the customers business needs and be able to differentiate you positively from the competition.

The participants will develop their Value Propositions for live accounts and opportunities using a structured approach and will have the opportunity to present them back to the group for feedback and refinement.

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