{"id":3030,"date":"2020-06-08T01:56:43","date_gmt":"2020-06-08T01:56:43","guid":{"rendered":"https:\/\/course.oeru.org\/pmkt102\/?page_id=3030"},"modified":"2020-06-08T01:56:43","modified_gmt":"2020-06-08T01:56:43","slug":"video-signpost-creating-a-value-proposition","status":"publish","type":"page","link":"https:\/\/course.oeru.org\/pmkt102\/learning-pathways\/developing-a-value-proposition-for-the-product-life-cycle\/video-signpost-creating-a-value-proposition\/","title":{"rendered":"Video signpost: Creating a value proposition"},"content":{"rendered":"
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\u201c\n<\/td>\n A value proposition answers your prospect’s question: “What value will I realize if I do business with you?”<\/p>\n

A vast majority of sales people and business owners answer this question by providing a rundown of their business qualifications:\n<\/p>\n

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  • We serve over 150 customers just like you\n<\/li>\n
  • We’ve been in business for 15 years\n<\/li>\n
  • Our staff of 22 are all very bright and highly committed to serving our customers\n<\/li>\n<\/ul>\n

    As interesting as those pieces of information may be, they’re from the perspective of the seller and do not make it clear to the buyer how they will benefit.\n<\/p>\n

    The world of business is fast paced and full of options. As a result, decision makers strive to get a high return from WHATEVER or WHOMEVER they decide to spend their time with.\n<\/p>\n

    If your goal is to become a PART of their business conversation, then you need to be prepared to take advantage of the opportunity by being able to deliver a BRIEF, DIRECT, and to the POINT value proposition. And, you need to ensure that your approach emanates from the perspective of your PROSPECT or CUSTOMER.\n<\/p>\n<\/td>\n

 \u201d\n<\/td>\n<\/tr>\n
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\u2014Duane Cashin<\/cite><\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

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Creating a Value Proposition<\/h2>\n\t\t<\/div>\n\t<\/div>\n\t
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Watch this video by Duane Cashin to gain an understanding of the value of a strong value proposition, and how to create one that works for a product \/ service of a business. The presenter covers the following:\n<\/p>\n

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  • What a customer wants to hear \/ needs to know.\n<\/li>\n
  • How a product \/ service can impact the customer’s key business drivers.\n<\/li>\n
  • How a product \/ service will affect key business drivers such as revenues and cost.\n<\/li>\n
  • Statement of time frame for results.\n<\/li>\n<\/ul>\n

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