Discover your unique value proposition with Value-Story Selling™
At BentonsEdge we work with you to define your company’s unique selling story--your value proposition--that best connects with your customers and differentiates you from your competition. We draw out your assumptions about the value that you believe you provide, and document your value proposition visually. Our team then tests your value proposition with customer interviews and other market research. Once the value proposition has been validated, we derive the marketing messages to communicate the value proposition to your target audiences. The resulting value proposition is then used in subsequent copy writing, web site, marketing and sales tools.
Get to the essence of what you do fast, with BentonsEdge Value-Story Selling™.
Here is how we do it:
1. Document your assumptions about value
It’s not about explaining what you do. It’s about understanding your customer. We coach you to think about your customer using our PAIN – SOLUTION – GAIN visual format.
2. Test your Value-Story™
Together we test your assumptions and develop a customer-centric selling story that reflects your understanding of the customer.
3. Tailor story for each role
We tailor your selling story for each job role to which you sell.
4. Equip sales team with stories that sell
We write marketing messages based on what is learned, and a sales plan that outlines how to equip the sales team. The visual output of Value-Story Selling™ is itself a sales tool. In the follow-on we can provide complete sales tools and training, not to mention complete marketing support.
Does your value proposition help you sell what customers want to buy?
Most companies can do a better job of relating to prospects’ underlying needs and fears, and of understanding who their customers really are. Selling is not about explaining what you do, but listening carefully to customers and developing solutions that address your customers’ fears, pains and needs while fitting in with your customers’ way of doing business.
Discovering your value propostion will also help you:
- Identify effective marketing tactics.
- Quickly focus your product or service on what customers will buy.
- Make your first transformative sales.
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