What is your value proposition?

I was talking to Peter Sellars, the sales director of a big company the other day. 'So, Peter, you want us to help your sales staff convey the value your offering in a more comprehensive and attractive way. Is this correct?' "That is correct, Jan.' "Perhaps you should spell out exactly, what your value offering is.’’ 'Well, that is, aah, well, it is quite obvious - isn't it?' 'Maybe, but I would prefer to hear what you consider, your company's obvious value offering." 'Well, there is the quality of our products, that's for sure; the obvious competence of our sales consultants... Euh, well, we have an excellent customer service, and you know, the added value that we offer our customers.' 'What exactly is that added value you offer your customers?' 'You're not making this easy for me, are you, Jan?' I agree, Peter, it is not easy to accurately define the value offering companies create for their customers. Very often they say things like: We are simply the best, or We are more than just beautiful clothes We connect people.’ That doesn't say much, does it, Peter? A Value Proposition persuades the customer to buy or use a product or a service from one company, rather than from several others. Read this book, learn the techniques, tools and skills explained and you will have your Value Proposition." Jan Flamend is founder and CEO of Valueselling.be, the global sales consultancy that helps companies to improve their results, by training, coaching, consulting, CRM tooling,…Valueselling works for customers such as SpecialFruit, Vivaldis Interim, Anabiotiec, There Advertising,HP, Boehringer, Apple, Cochlear, Kia,…