Brief: How to Sell a New Product by Talking About Value

Customer conversations

sell new product value

December 21, 2022

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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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