David Brock comes on the Salesman Podcast to discuss the power of a strong value proposition. Dave however turns the whole show on it’s head by explaining exactly what a value proposition is and isn’t in the internet age.
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What Is A Value Proposition Anyway?
The show is kicked off with Dave explaining that a value prop isn’t just a sentence or two that instantly converts prospects from interested to closed.
“In reality, the customer defines value” – David Brock
Dave then shares his thoughts on how a value prop changes over the course of the sales process and the importance of being ‘just good enough’ to get in the door and then really piling on the value.
“If you’re going after people who are not in your target spot, you’re wasting a lot of time” – David Brock
The show is wrapped up with the guys diving into our ability to differentiate in a global market where there is increasing similarity between products features and benefits.
Guest info:
Dave has spent his career developing high performance organizations. As a consultant, Dave is recognized as a thought leader, sales and marketing, new product introductions, and strategic partnering.
He speaks frequently on a wide range of business, sales, leadership, and related topics. He has addressed audiences in more than 40 countries around the globe.
Dave is the author of Sales Manager Survival Guide: Lessons From Sales’ Front Lines.
Show notes:
BOOK: Sales Manager Survival Guide: Lessons From Sales’ Front Lines
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