Value Proposition - TheValueProposition KARLSOODER The...

Info iconThis preview shows pages 1–16. Sign up to view the full content.

View Full Document Right Arrow Icon
KARL SOODER The Value Proposition
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
The Value Proposition Your Prospect
Background image of page 2
The Value Proposition Tailored Features & Benefits
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
The Value Proposition Tailored Features Proof
Background image of page 4
The Value Proposition Tailored Features Proof You (as the solutions provider)
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
A Model for Effective Selling and  Sales Management –  Value Creation Value   is the bundle of benefits the  customer derives from a purchase “Give-get ratio” Value creation —adding  value  for a customer beyond just an  isolated transaction
Background image of page 6
A Model for Effective Selling and  Sales Management –  Value Creation Security Power/Control Approval/Affection
Background image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
A Model for Effective Selling and  Sales Management –  Value Creation value proposition  in business and marketing is  set   summarizing the customer segment and the core  differentiation of one's product/service from the  offerings of competitors. 
Background image of page 8
A Model for Effective Selling and  Sales Management –  Value Creation Like--The “30 Second Commercial” 1. Name 2. Education 3. General Work History 4. Future Goal
Background image of page 9

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
A Model for Effective Selling and  Sales Management –  Value Creation Like--“The Elevator Presentation”—A  one  minute summary of your business  concept focused on investors/venture  capital sources
Background image of page 10
Made to Stick “Made to Stick: Why Some Ideas Survive and Others  Die S imple-find the “core” U nexpected-get attention/surprise C C redible-help people believe E motional-make people  care S tory-containing-get people to act
Background image of page 11

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
A Model for Effective Selling and  Sales Management –  Value Creation THE VALUE BUNDLE contained in  a solid value proposition: 1. Product/Service Feature(s)-           Independently Proven 2. 3. Your Company As Partner 4. You as Personal Problem-Solver
Background image of page 12
A Model for Effective Selling and  Sales Management –  Value Creation Value Proposition   is a brief, comprehensive  description of “the total package.” FABM  [F eatures/A dvantages/B enefits/M otives] is  used for very specific details of the overall package FABM  comes after  the  Value Proposition Value Proposition Value Proposition [Comprehensive] [Specific details]
Background image of page 13

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
A Model for Effective Selling and  Sales Management –  Value Creation Why  proof   is absolutely  essential to your value  proposition??
Background image of page 14
What is an  argument ? Argument
Background image of page 15

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 16
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 50

Value Proposition - TheValueProposition KARLSOODER The...

This preview shows document pages 1 - 16. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online