When I talk to CEOs, sales leaders and their teams I’m often struck by how hard they work at articulating a strong value proposition.
As I’ve mentioned in previous posts most of them default to a list of “we cans” or “we wills.”
But that’s not a customer focused value proposition. That’s simply a restatement of what you find valuable – also not helpful in the sales process.
So how do you create and tighten your value proposition so that potential customers recognize they NEED to buy from you?