Sales tip – create a personal value proposition

Creating a personal value proposition

Creating a personal value proposition

At the beginning of sales training programs we often ask salespeople: “How can you do a better job in creating value for your customer?”  The intent is for a moment to forget about the value that can be provided by the product and concentrate on how you can bring value by the way they sell.

Today it’s becoming increasingly difficult to sustain a competitive advantage by product alone.  So creating a personal value proposition is more important than ever.  Let’s take a look at some of the responses we hear most frequently for getting that done.

7 best practices for creating a personal value proposition

1. Follow-through. Do what you say you will do when you said you would do it.

2. Anticipate the future – be proactive.

3. Have a strategic plan so you’re continuously moving towards your account objective.

4. Leverage your internal resources.

5. Focus on the customer – not the competition.

6. Keep up-to-date on what’s going on in your customer’s industry – know the trends.

7. If you don’t know, don’t pretend.

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©2013 Sales Horizons, LLC

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About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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