What is the meaning of the value? When tackling this basic question, I first thought about the relationship with money.
It's tough. :
Make a sale by proving a value
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What is the meaning of the value? When tackling this basic question, I first thought about the relationship with money. Internet to rescue ...
What is the money?
You can use coins or credit cards to taste something that means it depends on money. For some people in developing countries it may mean beads, shells, acorns or human toes. In short, I think money is worthwhile.
So who invented it?
The first written record of the use of the date of money from 1200 BC, now in the area of land known as southern Algeria, but it was covered with water. "Twelve shekels" to Algar-Hamraby It is noted on the monument that the bank account to which it belongs has been paid for the use of the "daughter". Twelve shekels in today's money will buy you hundreds of prostitutes, it is better to see than all Hammurabi daughters, who was, in all accounts
More generally, before "money" is introduced as a common currency, the cost is personally in exchange for other things we need to be supplied by others For example, a local blacksmith You may want to shoe a farmer's horse instead of some bags of flour. In the modern world, a common currency enables us to purchase products and services from a wide range of suppliers. Why is this? Why do hot dogs in a pop concert or soccer game cost three times in a village fete? Why does a bunch of bananas sell three times in Marks & Spencer as much as a stall in the market? If the same service is offered at half the cost from other vendors, why 80% of consumers use BT for domestic phone service?
The answer is that "the value proposition is that these products and organizations provide by the client's perception of cost / benefit equalization. The keywords are, of course ,: a perception that gives us a clue as to importance" ', As well as how we convey them to our customers our value life
Why is it important for companies to define their value propositions?
The things that have to be sold (and in most cases) the organization needs to be able to communicate value to customers if it is to optimize long-term profitability, especially the sales team, the cost / benefit equation In order to demonstrate that it is stronger than the competition, we need to be able to clearly communicate the value to the customer. But what is the benefit of the customer? It is clearly not just a long list of the company's products in terms of features and benefits. It's just an advantage if the customer gets 'paying for pay' in relation to their needs. The job of the salesperson is to define these needs and wants through careful positioning, questions and listening to do this, the organization
So who is asking for value?
Shareholders want value in terms of profitability and ROI. CEOs and board members usually have weather eyes on this! Department heads tend to see the value added to the department and the attainment of its regional goals. In all cases, the person driven by the person seeking the value is most of the need. Again, sales people need to expose and develop these.
Tsutsutsutsu
It is likely that your organization will have several key people set up to help build your value proposition. Form a work group consisting of sales people, marketing, product development, finance and others that may be able to contribute (if not) leave the party over time
In the traditional brainstorming style, you fill the flipcharts with all the ideas, no matter where they can be "firsting". (Making a tool that can also serve as a mapping software for the mind-body-life. Assuming a business-to-business environment for the business, start with the foundation of the value the customer may pursue. The main theme is profit How to increase sales and / or reduce costs Expand and strengthen memory sales, and continue to be priced Can reduce costs or pay significantly for productivity Let's consider contributing to these goals, and considering what is within the customer's business considering what the customer's value proposition is to help your customer achieve those goods / Services These negative effects can be quickly converted to positive value propositions. In the Jane How much is it worth? What benefits do they make as a result of your input? Don't forget your service 'wrapper' in 'Products' business. Frequently, in the eyes of the customer this is more valuable than the product!
Once you have listed your value proposition, rank by competitiveness how much you think ABC's represent them. A is the USP (a unique selling point), B is generally a strong v competition, and C is "I too".
Finally, beside each proposal, consider the best 'evidence' you have to prove your claim. Technical bulletins, case studies, presentations, voices, etc.
Oh, and one more!
The sales team should develop the value proposition by adding the questions that you want for your proposition, which needs to be required of the specific individual engaging the needs
Otherwise, no trading!
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