Propositions

Delivering Dynamic Sales Propositions

Successful sales people know how to articulate and communicate their organisation’s sales value proposition.

Our Delivering Dynamic Propositions workshops teach your sales people how to formulate and communicate unique business value. This is a clearly differentiated statement of the tangible benefits your client gets from using your organisation’s products or services, and should form the basis of the pitch.

The purpose of these workshops is to change the way the sales people think about value and, in turn, how they consistently communicate value to their customers ALL the time.

It means a change in attitude but we also equip sales people with the methodology and approach to be able to communicate effectively, from a basic to a detailed level, as the value proposition unfolds. This change is effected in the way they gather information and learn about the clients cost of pain and the type of ROI they are looking for.

The result is that your sales teams communicate great sales value propositions creating a ‘hook’ and getting decision-makers on board. Value propositions can help you change or create an image of your brand and articulate return on investment clearly.

Our Developing Brand Value Propositions and Delivering Dynamic Sales Propositions workshops can be delivered in isolation or, ideally, together as a full programme.

Developing Brand Value Propositions

A consistent finding in sales people’s behaviour, across all sectors, is a lack of delivery of a value proposition: ‘why you should buy from us rather than anyone else’.

Our dynamic proposition workshops form an essential programme for developing competitive advantage based on getting your brand working harder for sales.

Selling is largely about language. So we use advanced linguistic analysis to identify how your customers are talking about you. And also how your competitors are talking to your prospects.

We then work through this evidence in a workshop with your senior sales and marketing people. It’s at this workshop that we work with you to develop a unique value proposition. Consequently, sales people deliver a unique value proposition. This means your brand is working harder for sales – and sales people are reinforcing the brand.