Building a Value Story: Crafting Messages That Resonate
Modern Sales Foundations
Elevating Sales Performance Through Innovative Online Training
In the world of sales, success comes from conveying value, not just selling a product. This edition focuses on building a value story that highlights your solution’s impact and relevance to your buyer’s needs.
Watch as we analyze a failed product pitch to understand common mistakes. Learn why simply pitching products often leads to unsuccessful outcomes and how shifting to a value story can make all the difference.
Strike the Right POSE
Use the POSE framework (Problem, Outcome, Solution, Explore) to create a compelling value story. Share a Problem that buyers commonly face, highlight the Outcome, briefly explain the Solution, and invite the buyer to Explore further.
By applying these strategies, you ensure that your value story isn’t just heard — it’s felt and acted upon.
In our sales conversations, the goal isn't to boast about features or benefits but to weave a story where the buyer is the hero, and your solution is their trusted tool. As we continue to explore the buyer's journey, let's focus on shaping discussions that are not just informative but transformative.
Stay tuned for more insights to align your sales approach with the evolving buyer's journey.
🔹Author/Advisor/Course Creator: The Building Blocks of Sales Enablement | Modern Sales Foundations | Sales Coaching Excellence
6moI've seen this simple concept improve results for everyone from sales newbies to sales veterans. It's foundational, yet can also be very advanced, if you layer Ethos, Pathos, and Logos into the value story, or personalize the messaging based on each individual buyer's value drivers. It works exceptionally well when prospecting, yet also works in opportunity management to stay focused on what matters to your buyers and communicating with them in their preferred language. Fun stuff!