Buyer Insights, Sales Prospecting


Decision makers don't care about your product's speed, specifications, or efficiency. They don't care about the wonderful methodology you use.

Your offering is simply a tool. They care only about the results your offering delivers for them.

Buyers are particularly attracted to phrases that are linked to their business goals and objectives. Start speaking in these terms and you'll definitely attract their attention:

  • good value propositionsIncreased revenues or profitability
  • Faster time to market
  • Decreased costs
  • Improved operational efficiency
  • Revitalizing the organization
  • Enhancing customer loyalty
  • Increased market share
  • Decreased employee turnover
  • Improved customer retention levels
  • Increased competitive differentiation
  • Faster response time
  • Decreased operational expenses
  • Increased sales per customer
  • Improved asset utilization
  • Faster collections
  • Reduced cost of goods sold
  • Minimized risk
  • Additional revenue streams
  • Improved time-to-profitability
  • Increased billable hours
  • Reduced cycle time
  • Increased inventory turns
  • Faster sales cycles
  • Reduced direct labor costs

Can your business do any of these things? How about something similar? Perhaps you never really thought about your products or services from this perspective. But because this is what decision makers listen for, make sure to integrate these business-oriented terms into your value proposition.

For more details on how to create value propositions that are highly attractive to your customers, you can download my free Value Proposition Kit now.

Want More Fresh Sales Strategies?

Join 135,000+ other savvy sellers who get Jill’s fresh sales strategies, practical advice, and helpful resources delivered to their inbox each week.

Comments