Crafting compelling, customer-specific, value propositions

Duration 36 minutes: As a result of joining this event, you will learn how to craft compelling customer-specific value propositions for every important sales opportunity, enabling you to significantly shorten your closing cycles and dramatically increase your win rates.

Credit CPDEx:1.0

Tag(s) Business, Leadership, Self, English, Level 4, Level 3, Level 6, Field Sales (territory or product focused), Sales Manager (first line), Sales Leader (second line +), Team Performance, Digital Skills, Governance and Risk

Description

Recommended audience

B2B salespeople, managers and sales leaders

Type of audience

UK and International

Description

This webinar is designed to appeal to B2B salespeople, managers and sales leaders - particularly those involved in lengthy, complex sales processes. If you are keen to learn how to deliver more effective sales proposals, this is a must-attend session.

View related PDF article here

Most marketers, and most salespeople, would agree that having a powerful generic value proposition is key to attracting prospective customers to start a conversation with us. But that generic value proposition typically isn't enough to persuade them to commit to actually do business with us. What's required is a compelling, customer-specific value proposition that answers every prospective customer's four key questions:

Why do they need to change, rather than staying on their current path?
If they change, why do they need to change now, rather than later?
Why should they choose us, rather than any other option?
Why should they trust us to ensure that they achieve their desired outcomes?

This webinar will share a simple, proven framework for answering these four key questions, increasing the probability they will take action, and increasing the probability they will do business with us.

Key takeaways

Why salespeople can't rely on generic value propositions to help them close business.
Why most sales proposals focus far too much on "why us?" and not enough on "why change?", "why now?" and "why trust?".
How to ensure that every sales proposal includes a compelling, action-driving executive summary.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Bob Apollo FF.ISP, Chief Outcomes Officer, Inflexion-Point Strategy Partners

Bob Apollo is the Founder and Chief Outcomes Officer of Inflexion-Point Strategy Partners, a UK-based sales effectiveness consultancy. Bob works with CEOs and sales leaders of ambitious B2B-focused sales organisations, encouraging, equipping and enabling them to implement a business-outcome-focused mindset across their sales organisationsn, enabling them to reap the benefits of implementing Outcome-Centric Selling®.