The problem with having a great product or service is that you believe it will do all of the work for you. In this week’s episode of ICommunicate, Mark discusses how knowing your Unique Value Proposition can be THE deciding factor in a client or company choosing your service or product over that of a competitor.

Segment 1:

At the end of the day, when we’re selling to a potential client, the most important factor in closing the deal is the perceived value of our product or service…. right? What are the most important talking points during a conversation with a new client? How can we differentiate ourselves from the competition to prove that there’s value in a relationship with us?

Segment 2:

Aside from listening, what is the most important skill we should utilize when developing a relationship with a client? What are value-based questions that we can ask clients to demonstrate our value to them?

Segment 3:

As salespeople, it’s essential for us to ask questions to our clients that lead us to the root cause of their problem. How can we frame conversations to uncover our client’s problems and priorities?

Segment 4:

Often times potential clients don’t have a full understanding of the sales process. Their fears and uncertainty may hinder your ability to close the deal. How can we enlighten prospects and make the decision making process easier for them? How can we develop a better understanding of what makes us stand out from our competitors?