Setting Yourself Apart, Developing and Communicating Differentiated Value

Setting Yourself Apart, Developing and Communicating Differentiated Value

A compelling and differentiated value proposition is critical in selling—we all know this, yet this remains one of the biggest challenges facing sales professionals.

This post examines 5 critical elements about developing and communicating differentiated value propositions.

1. Numbers count, quantifying your value is critical. We know the structure of value proposition, it states a problem area or issue your customer has, addresses what you can do about it, and ideally provides quantification of the result.

For example, in working with sales executives, I often say: "We can reduce the number of calls your people have to make on each deal by 30-40%, dramatically improving productivity." Sales productivity and the effective use of time is usually a high priority for sales people and executives, and a 30-40% call reduction is usually compelling to ...
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