Monthly Archives: August 2014

3 Types of Value Propositions

A solid value proposition is essential to successful sales. You may think there’s just one perfect value prop solution but the truth is, there are multiple solutions at your disposal. This means that the value you offer to your various buyers can differ from one another, just like you would assist a manufacturing business in a different way than you would a retail one, for instance. You can also offer various value types according to each individual circumstance. Here, we’ll go over the three different types of value that you can offer your clients, each one with its own potential value proposition statement encompassing components ranging from improved performance to inventory and labor decreases. As you work your way up through each one, you open up a whole new set of resources with which to work, increasing your solution offerings to your clients.

The three different platforms on which you can deliver value include technical, business and personal. Let’s discuss each one in detail:

1. Technical
Technical value, at the low end of the spectrum, include the benefits and improvements you can offer for a more seamless operation in areas ranging from processes to systems to people. Check out these examples of value at the technical level:

  • Assisting a company in saving valuable time
  • Automating a variety of manual procedures and tasks
  • Improving the overall performance and reliability of system, processes or people

2. Business
Value will emerge at the business level once a company begins to realize value at the previous level. This is evident in elements of cost, revenue and service at the business level. Examples of business level value include:

  • Increases in revenue, market share, close rates and customer satisfaction levels
  • Decrease in inventory, labor and goods sold costs, as well as product delivery times


3. Personal
The two previous values can continue to rise up the ladder and affect clients on a personal level. You’ll find these elements as they pertain to income, career and work environments. Value at the personal level can be seen in the following examples:

  • Increased bonuses, promotions and commissions
  • Recognition of solid performance
  • Decrease in workload and therefore stress
  • Better balance between work and life

Once you realize the value you can offer clients at all the distinct levels as above, you can move between them all to generate various versions of value propositions to fit a variety of needs. Combining the points once you’re comfortable with all three levels can open up new possibilities in growing your overall strategy and dealings with each company.

To further develop and enhance your value prop, consult with SalesScripter today. We are happy to help all kinds of sales professionals realize their potential and generate their value proposition.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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9 Keys to Writing a Good Cold Call Script

If you’re looking to boost the results you’re getting from prospects, there are many ways you can improve your cold call script.

1. Don’t say “How are you doing today?”
Your natural inclination as a sales person is to inquire how the prospect is doing at the start of the call in an attempt to sound friendly. However, your prospect knows nothing about you at this point in time and is reluctant to this approach. Don’t put them in a position of explaining how they’re doing to a complete stranger. In effect, you’re alienating yourself from the prospect, which is the opposite reaction you’re going for.

2. Confirm availability
Your prospects will always be busy, but if they’re really busy putting out fires at that moment, this isn’t the time to try to gain their attention for 2 to 5 minutes. Simply ask “Have I caught you in the middle of anything?” as part of your cold call script. This shows respect for their time and will help them open up.

3. Avoid sounding like a sales person
Your prospect’s guard will be at a medium level when they answer the phone, so be aware that anything you say will either increase or decrease that level. Sounding like a typical sales person will increase their guardedness and they will try to get rid of you quickly. Avoid this by minimizing product and company discussion at the start of your cold call script.

4. Make it all about them
Because we’re all a bit self-absorbed, formulate your call to focus on what you can do for them.

5. Encourage the prospect to talk
Focusing on the prospect is as simple as asking them questions in your cold call script, which will engage them in the conversation more and assist you in pulling out valuable information.

6. Ask pre-qualifying questions
When you pre-qualify the prospect, you can ask questions that extract information as to what’s happening on the prospect’s side. As a result, you also identify who they are and how they fit into the organization as well as the buying process.

7. Focus on the pain of the prospect
Solid pre-qualifying questions will uncover pain points that the prospect is experiencing at the moment. However,  the prospect might fail to provide you with the answer you want, so be sure to have a list of common pain points handy that many of your prospects or customers go through in your cold call script.

8. Keep the right goal in sight
It’s easy to come on strong and sell our products and services every time we chat with a prospect. However, the end result of a cold call should focus more on selling the next step in the sales process, which is usually an additional, more involved conversation, meeting or appointment before a purchase is actually made.

9. Build up interest
Yes, you must build up interest on the prospect’s side in your cold call script, but you only need to develop it enough to move on to the next stage of your sales process. Therefore, don’t go into too many details about your product and its features and functionality. Focus  on the value of your product, in particular the ROI, and share how your product differs from others out there currently. Make it clear the consequences to the prospect if they don’t make a change.

SalesScripter helps sales pros and sales managers to create a cold call script.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Simple Steps to an Active Social Media Community

Fostering an active and engaged social media community takes more work than many businesses recognize. Social media cannot just be something you put on the back burner, or occasionally take part in. It needs to be a consistent part of your marketing strategy for you to reap the rewards. At Social Mojo, we can take the reigns here and come up with a plan of action that represents you well. Visit our website for more info. Here are some of the best tips for engaging your fans and followers, and building that online community buzz!

1) Be Relevant
Posting relevant content is crucial. If people are looking for you online, it’s important that you give them something relevant to look at when they find you on social media. Incorporate interesting facts about your industry. Discuss new products in a succinct but grabbing way. Find the balance between making things relevant and making them interesting. Both can co-exist!

2) Be Responsive
Make sure you take the time to respond to your fans and followers when the comment or engage with something posted. In doing so, you reaffirm your awesome customer service, and can even gain another appreciative client. Stay attentive, and check in on your social media accounts often so that nothing – and no one – gets swept under the rug.

3) Be Reaching
Reach out for responses. Reach out to your followers and fans with questions, or posts that require interaction. Encourage sharing, reposting, retweeting, etc. so that your content reaches new eyes. Bottom line? Figure out how to incorporate a subtle but effective call to action in your posts, and you’ll be seen and heard by many.

 

Social Mojo provides social media services that help businesses to drive sales growth.

Everything You've Ever Learned About Generating Leads And Growing Your Business Is Wrong! (Webinar Recording)

This short presentation will teach you a system for successfully marketing your business … to a point where it becomes instantly obvious to your prospects that they would be an idiot to do business with anyone other than you… at anytime, anywhere or at any price.

Walter Wise, CEO of BPI Strategy Group, will show you how to leverage what you’re already doing… and how you can get those more revenue for your business… just by changing the way you do all of your marketing and advertising. And we are not talking about radical changes. Just simple, common sense changes that enable you to exponentially leverage your marketing’s results.

 

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Walt

CEO of the BPI Strategy Group Worked for 4 small businesses before starting my own in 2006 Totally obsessed with helping small businesses out-think, out-market and out-sell their competition.

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Love to Sell - Learn to Really Care for Customers and Eliminate Stress and Frustration (Webinar Recording)

Craig Klein, CEO of SalesNexus, will bring his 20+ years of selling success to help sales leaders and sales people learn to put customers first and maximize happiness, sales and profits. You’ll learn…

  • Why even the best trained sales people are often frustrated and stressed out.
  • Why customers avoid sales people like the plague.
  • Simple techniques to build long lasting relationships of trust with customers
  • How to question and listen to TRULY understand your customers

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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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