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

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Identify gaps to enhance your value proposition

Identify gaps to enhance your value proposition

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

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Identify gaps to enhance your value proposition

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- Redefining and ensuring that your value proposition is relevant would be so easy if all you had to do is ask customers what they most want and what they most need, and they could just tell you. But unfortunately, your customers can't always do that. Oh, they'll answer your questions, give you some great ideas, but if you want to get to the root of what's most valuable to them, you're going to have to dig a little deeper. Far too often, what customers share with you is just the tip of what's challenging them, and it's your job to help them uncover the bigger issue that will help you solve their problems and give you that strong and relevant value proposition. Let me share a story with you about one well-known company that found their powerful and highly relevant value proposition. Back in the late 1800s, a little company called Procter & Gamble was born. The very first product they wanted to put on the market was soap. Can you imagine trying to create a value proposition for soap?…

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