How to Build Your Value Proposition

Michael Halper

Founder and CEO

SalesScripter, LLC

Traditional Messaging

Traditional Messaging

Traditional Messaging

Traditional Messaging

What is wrong with this picture?

• We are all a little self-serving and this caters more to our interests than the prosepct’s• A prospect might not care yet about your company and all the great things it has

going on• A prospecting might not really understand what your product/service is and does• This does not build interest, curiosity, and intrigue• It does not tell the prospect how you can help them• This can trigger guardedness – “Uh oh, sales person trying to sell something”

Ben

efit

s

Why do we do this?

Pro

du

ct

Co

mp

any

Fea

ture

s

Fu

nct

ion

alit

y

What we say when talking with prospects

Very inward focused – me, my product, my company

• Foundation of knowledge• Focus of training• Wealth of experience• Where we have interest• What leads to us getting

paid

• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations

Inte

rest

An Alternative ApproachV

alu

e

Pai

n

Qu

alif

y

Cre

dib

ility

Ob

ject

ion

s

Prospect Focused

What we say when talking with prospects

• Get outside your comfort zone

• Identify how you help • Focus on the problems

that you solve

• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations

Value

What is Value

• It is not your product, it is what your product helps your clients to do or to achieve

• Some examples of delivering value:– Improving processes– Helping to save time– Helping to save money– Helping to make money– Providing valuable information– Making someone’s day easier

Three Levels of Value

Technical Value

• Processes• Systems• People

Automation of manual processesImprove performanceDecrease time to perform workImprove reliability

Business Value

• Revenue• Costs• Services

Improve revenue / market share / close rateDecrease cost of goods sold / labor costImprove delivery of services

Personal Value

• Income• Career• Workload

Increased bonuses, commissionsRecognition and promotionsDecreased/increased workload

There are 11 more slides in this training and you can watch the remainder of this training as well as the rest of our Sales Prospecting 101

training modules for no cost with a SalesScripter Pro subscription.

• Sales Messaging Workshop• How to Communicate Value to Build Interest• How to Use Prospect Pain to Generate Leads• Focusing on the Ideal Prospect• How to Effectively Qualify Prospects• How to Deal with Prospect Objections• How to Get Around the Gatekeeper• Building Rapport, Interest, and Credibility• Lead Generation Tools and Processes• Improving Your Ability to Connect with Prospects• Improving Your Mental Strength and Frame of Mind• How to Effectively Manage Sales Cycles• How to Manage Prospect Meetings• How to Get Prospects to Say “Yes” by Disqualifying Them• Improving Your Close Rate• How to Build Email Drip Campaigns

Here are the modules that you will have access to with your Scripter Pro subscription:

All modules are recorded and you can watch them multiple times and at your own pace.

Even if you don’t plan to use SalesScripter, signing up just to get access to the recorded

training modules justify the price for the subscription.

Go to www.salesscripter.com to sign up for Scripter Pro to watch the rest of this and the rest of the Sales Prospecting 101 recorded training program.

www.salesscripter.com | info@salesscripter.com | 713-802-2026