Lesson #4: Value Proposition Message
Part of “Selling to the Pain” is the Value Proposition Message. The Value Proposition Message communicates how a company will solve the pain experienced by their clients. To do this, it is crucial to understand the elements that impact the Value Proposition Message. A sales professionals must understand:
- The decision maker;
- The client goals and culture;
- The pain the executive and client organization are experiencing;
- The solution your company can offer to solve the pain; and
- Your company’s ability to deliver successful implementation of your solution.
Based on this understanding, sales professionals can then successfully develop a Value Proposition Message that communicates what their clients really want to know.
Check back next week for the first lesson on the tools used to communicate your Value Proposition Message. If you want to learn more about how to effectively communicate your value through Value Proposition Messaging, you can contact Gylen Castle for consultation services or purchase a copy of the book on the Gylen Castle website or Amazon.
