Brief: How to Sell a New Product by Talking About Value
Customer conversations
What’s Inside
Discussions of value are more important than ever as more business solutions become commoditized. Moreover, new products offer a unique opportunity to articulate value given their updated capabilities.
Sales professionals need a targeted approach to articulate value and win the sale. Here, we look at ways to do exactly that.
We cover:
- The three-part structure for developing precision within the value proposition
- Why value should be presented as is a long-term benefit
- The simple two-word mantra that keeps discussions of value focused on customer relevance
- Why positioning value means remembering that, ultimately, customers want to buy results
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