How to show Your Value

𝗛𝗼𝘄 𝗴𝗼𝗼𝗱 𝗶𝘀 𝘆𝗼𝘂𝗿 𝘁𝗲𝗮𝗺 𝗮𝘁 𝗲𝗹𝗲𝘃𝗮𝘁𝗶𝗻𝗴 𝗩𝗔𝗟𝗨𝗘 𝗱𝘂𝗿𝗶𝗻𝗴 𝗮 𝘀𝗮𝗹𝗲𝘀 𝗽𝗶𝘁𝗰𝗵? 

In my experience, the one area where most teams consistently miss the mark is in clearly defining and presenting their 𝗩𝗔𝗟𝗨𝗘 𝗣𝗥𝗢𝗣𝗢𝗦𝗜𝗧𝗜𝗢𝗡.

Often, teams struggle to articulate their value in plain language. They get tangled in jargon, self-importance, and ideation.

How you tell your 𝗩𝗔𝗟𝗨𝗘 𝗦𝗧𝗢𝗥𝗬 is key in a sales pitch. It’s not just another slide; it’s the 𝗲𝘀𝘀𝗲𝗻𝘁𝗶𝗮𝗹 𝗽𝗶𝗲𝗰𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗽𝘂𝘇𝘇𝗹𝗲 and the 𝗴𝗼𝗹𝗱𝗲𝗻 𝘁𝗵𝗿𝗲𝗮𝗱 that ties your entire message together. 

Here are 𝟱 𝗞𝗲𝘆 𝗔𝗰𝘁𝗶𝗼𝗻𝘀 to help you clearly communicate VALUE in any proposal.

💎 𝗟𝗲𝗮𝗱 𝘄𝗶𝘁𝗵 𝗧𝗛𝗘𝗜𝗥 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲 - Be direct, clear, and get straight to the point.

⚠️ When your opening doesn’t address the client’s biggest issue first, you’ve already lost them.

💎 𝗚𝗲𝘁 𝗥𝗘𝗔𝗟 𝗮𝗯𝗼𝘂𝘁 𝗿𝗲𝘀𝘂𝗹𝘁𝘀 - 𝗙𝗔𝗦𝗧 - Use data, case studies, and testimonials to prove impact. 

⚠️ If you only focus on what you offer instead of the results you deliver, you’ll lose them in the weeds, they NEED to see customer value.

💎 𝗜𝘁’𝘀 𝗮𝗯𝗼𝘂𝘁 𝗧𝗛𝗘𝗠 - Start with “YOU GET” instead of “we offer”, also highlight what happens if they don’t take action. 

⚠️ If you make it all about you and how great your solution/team/company is, the client won’t be feeling the love. 

💎 𝗥𝗲𝗱𝘂𝗰𝗲 𝘂𝗻𝗰𝗲𝗿𝘁𝗮𝗶𝗻𝘁𝘆 - Make it easy for them to say YES - offer a free trial, pilot, or demo to lessen hesitation. Know your and their next steps. Confidence creates trust.

⚠️This is not the time to lack clarity or seem unsure.

💎 𝗞𝗻𝗼𝘄 𝗬𝗢𝗨𝗥 𝘂𝗻𝗶𝗾𝘂𝗲 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗽𝗼𝗶𝗻𝘁𝘀 - Be clear, contrast what they get from you vs. the competition. Part of Pursuit preparation is knowing your competition and (where possible) how your offering is different/better than theirs.

⚠️ Do your research, arm yourself with knowledge.

Winning isn’t just about having a great product/solution - it’s about ensuring the client clearly sees the VALUE you bring. Keep the value thread running through every part of your sales strategy, your interaction, your story and offering should align seamlessly paving the way for a WIN.

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The 𝗩𝗔𝗟𝗨𝗘 𝗣𝗥𝗢𝗣𝗢𝗦𝗜𝗧𝗜𝗢𝗡 is the first of 12 Essential Pieces 🧩 in the 𝗣𝘂𝗿𝘀𝘂𝗶𝘁 𝘁𝗼 𝗪𝗶𝗻𝗧𝗠 𝗽𝗿𝗼𝗴𝗿𝗮𝗺, developed and led by 𝗗𝗿. 𝗖𝗼𝗲𝗻𝗶 𝘃𝗮𝗻 𝗕𝗲𝗲𝗸 .

At its core, Pursuit to Win™ is designed to increase your team’s pursuit win rate. The program takes a systematic, practical approach to helping sales teams consistently improve how they perform during the “Propose” phase of the Pursuit Sales Process.

➡️ Want to learn more about the program or explore how I can help your team win more pursuits?

Send me a message, email me, or visit: 🔗 https://lnkd.in/ekZQJ4b8