From the course: Sales Skills: How to Adapt Your Value Proposition

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Build your value proposition for decision makers

Build your value proposition for decision makers

From the course: Sales Skills: How to Adapt Your Value Proposition

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Build your value proposition for decision makers

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- If you want decision makers to take notice of your value proposition, then you need a value proposition that's relevant for them. First, let's get clear on what we mean by the sales process decision maker. This is the person with the ultimate responsibility and authority for approving or rejecting the final purchase. So while you may be selling to the VP of marketing or the head of human resources, the final decision may have to be made further up the corporate ladder. Also, the value proposition that's relevant to your contact, the end user, may not be as relevant to the decision maker. Let me share an example. This past week, I had a meeting planner call me about a training for one of her clients. She had the date, the area of focus they were interested in, and had sent the contact my videos and testimonials. Her client was definitely interested. And once we finalized a date, she asked me to jump on a call. We spent more than an hour talking about their challenges, their goals for…

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