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How to Build Your Value Proposition
Michael Halper
Founder and CEO
SalesScripter, LLC
Traditional Messaging
Traditional Messaging
Traditional Messaging
Traditional Messaging
What is wrong with this picture?
• We are all a little self-serving and this caters more to our interests than the prosepc...
Benefits
Why do we do this?
Product
Company
Features
Functionality
What we say when talking with prospects
Very inward foc...
Interest
An Alternative ApproachValue
Pain
Qualify
Credibility
Objections
Prospect Focused
What we say when talking with p...
Value
What is Value
• It is not your product, it is what your product helps your clients to do or to achieve
• Some examples of ...
Three Levels of Value
Technical Value
• Processes
• Systems
• People
Automation of manual processes
Improve performance
De...
There are 11 more slides in this training and
you can watch the remainder of this training as
well as the rest of our Sale...
• Sales Messaging Workshop
• How to Communicate Value to Build Interest
• How to Use Prospect Pain to Generate Leads
• Foc...
All modules are recorded and you can watch
them multiple times and at your own pace.
Even if you don’t plan to use SalesScripter,
signing up just to get access to the recorded
training modules justify the pr...
Go to www.salesscripter.com to sign
up for Scripter Pro to watch the rest
of this and the rest of the Sales
Prospecting 10...
www.salesscripter.com | info@salesscripter.com | 713-802-2026
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Sales Prospecting 101 - Module 1: Value Slide 2 Sales Prospecting 101 - Module 1: Value Slide 3 Sales Prospecting 101 - Module 1: Value Slide 4 Sales Prospecting 101 - Module 1: Value Slide 5 Sales Prospecting 101 - Module 1: Value Slide 6 Sales Prospecting 101 - Module 1: Value Slide 7 Sales Prospecting 101 - Module 1: Value Slide 8 Sales Prospecting 101 - Module 1: Value Slide 9 Sales Prospecting 101 - Module 1: Value Slide 10 Sales Prospecting 101 - Module 1: Value Slide 11 Sales Prospecting 101 - Module 1: Value Slide 12 Sales Prospecting 101 - Module 1: Value Slide 13 Sales Prospecting 101 - Module 1: Value Slide 14 Sales Prospecting 101 - Module 1: Value Slide 15 Sales Prospecting 101 - Module 1: Value Slide 16 Sales Prospecting 101 - Module 1: Value Slide 17 Sales Prospecting 101 - Module 1: Value Slide 18
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Sales Prospecting 101 - Module 1: Value

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Sales Prospecting 101 is a training program that helps a sales person to improve everything they do while prospecting. Working hard alone will not lead to great results. It is more important to work smart and this program gives you the small changes that you can make that lead to big results.

This is the Value module and it focuses on helping you to figure out how best to communicate to the prospects that you interact with by emphasizing the value that you offer.

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Sales Prospecting 101 - Module 1: Value

  1. 1. How to Build Your Value Proposition Michael Halper Founder and CEO SalesScripter, LLC
  2. 2. Traditional Messaging
  3. 3. Traditional Messaging
  4. 4. Traditional Messaging
  5. 5. Traditional Messaging
  6. 6. What is wrong with this picture? • We are all a little self-serving and this caters more to our interests than the prosepct’s • A prospect might not care yet about your company and all the great things it has going on • A prospecting might not really understand what your product/service is and does • This does not build interest, curiosity, and intrigue • It does not tell the prospect how you can help them • This can trigger guardedness – “Uh oh, sales person trying to sell something”
  7. 7. Benefits Why do we do this? Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company • Foundation of knowledge • Focus of training • Wealth of experience • Where we have interest • What leads to us getting paid • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
  8. 8. Interest An Alternative ApproachValue Pain Qualify Credibility Objections Prospect Focused What we say when talking with prospects • Get outside your comfort zone • Identify how you help • Focus on the problems that you solve • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
  9. 9. Value
  10. 10. What is Value • It is not your product, it is what your product helps your clients to do or to achieve • Some examples of delivering value: – Improving processes – Helping to save time – Helping to save money – Helping to make money – Providing valuable information – Making someone’s day easier
  11. 11. Three Levels of Value Technical Value • Processes • Systems • People Automation of manual processes Improve performance Decrease time to perform work Improve reliability Business Value • Revenue • Costs • Services Improve revenue / market share / close rate Decrease cost of goods sold / labor cost Improve delivery of services Personal Value • Income • Career • Workload Increased bonuses, commissions Recognition and promotions Decreased/increased workload
  12. 12. There are 11 more slides in this training and you can watch the remainder of this training as well as the rest of our Sales Prospecting 101 training modules for no cost with a SalesScripter Pro subscription.
  13. 13. • Sales Messaging Workshop • How to Communicate Value to Build Interest • How to Use Prospect Pain to Generate Leads • Focusing on the Ideal Prospect • How to Effectively Qualify Prospects • How to Deal with Prospect Objections • How to Get Around the Gatekeeper • Building Rapport, Interest, and Credibility • Lead Generation Tools and Processes • Improving Your Ability to Connect with Prospects • Improving Your Mental Strength and Frame of Mind • How to Effectively Manage Sales Cycles • How to Manage Prospect Meetings • How to Get Prospects to Say “Yes” by Disqualifying Them • Improving Your Close Rate • How to Build Email Drip Campaigns Here are the modules that you will have access to with your Scripter Pro subscription:
  14. 14. All modules are recorded and you can watch them multiple times and at your own pace.
  15. 15. Even if you don’t plan to use SalesScripter, signing up just to get access to the recorded training modules justify the price for the subscription.
  16. 16. Go to www.salesscripter.com to sign up for Scripter Pro to watch the rest of this and the rest of the Sales Prospecting 101 recorded training program.
  17. 17. www.salesscripter.com | info@salesscripter.com | 713-802-2026
  • jamesmuir

    Jun. 1, 2019
  • NataliaUrquiaga

    Feb. 1, 2018
  • anandtiwari27

    Jan. 23, 2018
  • JenniferGauld1

    Aug. 5, 2017
  • geneshiao

    Oct. 11, 2014

Sales Prospecting 101 is a training program that helps a sales person to improve everything they do while prospecting. Working hard alone will not lead to great results. It is more important to work smart and this program gives you the small changes that you can make that lead to big results. This is the Value module and it focuses on helping you to figure out how best to communicate to the prospects that you interact with by emphasizing the value that you offer.

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