Customize Your Value Proposition

Approaching your prospect with a strong value proposition is vital to your sales success. While many salespeople simply reuse the value proposition they’ve developed for each product or service (regardless of their prospect’s situation or role in the company), a sales professional customizes his or her value proposition based upon the person with whom he or she is speaking. Why is this an essential part of the sales process? Because each prospect measures his or her own success using a different yardstick. You need to come to the table with a value proposition that makes the most sense when viewed through each of their lenses.