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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