Value proposition?

benjamin-benjamin

IMO, i don't believe that you should say the same thing to every customer. this is very difficult, but if you can ask the right questions people will tell you what is important to them and then you base your "value propostion" around that.....let me pose a question........
How can you have a "value propostion" if you don't know what is valuable to someone??

mtajim

thats right , every individual has his own choice and wants most from the seller, so we should try to get the nerve of cutomer and deal that way

rlabston

I think you have hit the nail on the head, benjamin-benjamin. We should be redefining our value proposition for each customer based on his or her needs. I usually open the presentation portion of the sales event with a question that incorporates what I consider to be the value proposition for that prospect. The question is usually along the lines of, "Would you be interested in a my product or service if it met this list if needs that you have just told me about?" Of course, this question is usually answered by an objections the customer may have to making the buy decision at that moment, such as, the value is right but the timing is bad or something was missed in identifying the customer's needs. In case of the latter, I usually fall back into the 2nd part of the sales event which is collecting information from the prospect.

When the value proposition is right but the timing is wrong, what do you do? Do you try to create a sense of urgency for the customer to overcome this objection? Do you makea note to call the customer back when he expects to be prepared to make a decision?

benjamin-benjamin

It depends, you create a sense of urgency IF the customer is not stressed out and giving you lame excuses, but alot of times what has been effective for me is saying....."I can tell that your blood pressure is high (insert fake laugh) and there are factors that haven't been decided so we can make a decision right now anyways. What i think will be best is if you go home relax get a good nights sleep and then meet with me tomorrow. That way you head is clear, blood pressure is dropped and you can make a logical decision.
If they are going to leave anyways you want them to feel comfatable with coming back. if you hammer them they will feel too scared to come back....

Snowman

very good work here guys