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Value Proposition III
We have two Value Propositions to explore:
Outperform Competition
Competition is everywhere ... in every call that you make. While openly acknowledging competition, this tactic focuses on why our product is the best investment that the prospect can make. Instead of providing a laundry list of benefits, the effective sales person will provide a detailed analysis of each feature, match the benefit to the need and explain why it is superior to the competition.
This technique uses the backside of the sales brochure, showing that the Watt-Flex® cartridge heater will reduce the cost of heating. An explanation of each savings available to the user of a superior cartridge heater is necessary to this step.
Consultive Partnership
This approach requires the sales person to thoroughly understand the application and the total use of heaters. How many heaters are used in a year? How much shop time does it take to remove a seized heater? How much downtime is incurred per die change?
If the sales person can quantify each savings, it is easy to become a partner of the prospect by laying out concrete numbers, even if they are pure projection on your part. But this type of proposition resonates with the prospect, because it is based on the prospect's information and commitment to addressing a problem.
Friday Funnies
Law of Gravity...Any tool, when dropped, will roll to the least accessible corner.
Law of Acting Stupid...The probability of being watched is directly proportional to the stupidity of your act.
Law of Random Numbers ... If you dial a wrong number, you never get a busy signal and someone always answers.
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