It’s time to start reverse engineering value propositions. The fastest way to earn a prospect’s trust, and potentially close the deal, is not by extolling the benefits of your product or services; rather, it’s by demonstrating your knowledge of and concern for your prospects’ challenges. Lisa Dennis, President of Knowledgence Associates, details how important it is to develop value propositions from the outside in, and ways to successfully work with internal teams to create your messaging. https://sforce.co/2E40mR2

 

Guest:  Lisa Dennis (https://www.linkedin.com/in/knowledgence/)

Host: Vanessa Haney (https://linkedin.com/in/vmhaney)

 

Related resources:

• Value Propositions That Sell — Turning Your Message into a Magnet That Attracts Buyers (Chapter 1) http://bit.ly/30h9hrU
• The Power of Buyer Relevance http://bit.ly/2LQo21s
• Matching Your Product’s Value with Your Customer’s Values https://sforce.co/2WJRDuO
• Deliver Value from the Start, with Spencer Doyle https://sforce.co/2VnRADk