What makes a value proposition invincible
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Transcript of What makes a value proposition invincible
Guy de Torcy© Copyright 2015 Gluon Strategies. The information contained herein is subject to change without
notice.
How well do you sell?What makes your Value Proposition invincible.
Guy de Torcy© Copyright 2015 Gluon Strategies. The information contained herein is subject to change without
notice.
Guy de Torcy
Value Propositions are essentialBe recognized
Get “above the noise”
Be on the short list
A Value Proposition is a clear, compelling and engaging expression of the value that a client will receive by making business with you. Sale
Persuades your client to consider
your business
Provides reasons to believe and
buy
Makes your company
and products unique
Guy de Torcy© Copyright 2015 Gluon Strategies. The information contained herein is subject to change without
notice.
Guy de Torcy
Essential components for crafting a Value Proposition
Value Propositi
on
Target audienc
e
Proofs
Value
Competition
Needs
Differentiation
Guy de Torcy© Copyright 2015 Gluon Strategies. The information contained herein is subject to change without
notice.
Guy de Torcy
How ready do you think you are?
Value Propositions are not just about • Knowledge• Techniques• Set of elements to
assemble
There is a key ingredient to succeed
Guy de Torcy© Copyright 2015 Gluon Strategies. The information contained herein is subject to change without
notice.
Guy de Torcy
Right people build Right Value Propositions
Talents are scarce
1. Have a broad marketing experience
2. Acquired after previous experience in Sales and Solutions Selling
•Know about marketing principles, practices, tactics and tools
•Goes beyond just ‘communications’
•Know about cultures•Able to adapt like chameleons
•Know about selling
•Learned it is a delicate process to manage
•Know about customers, •Have met and dealt with customers for complex sales
Clients Selling
MarketingCultures
Guy de Torcy© Copyright 2015 Gluon Strategies. The information contained herein is subject to change without
notice.
Guy de Torcy
We create differentiation strategies for unique competitive advantagesContact ushttp://www.gluonstrategies.tk