How to Redefine Your Value Proposition

If you are hoping to redefine and supercharge your value proposition, you’ll want to consider bringing up non-utility-cost financial benefits. As just one example, how many people trying to sell energy efficiency solutions actually take the time to quantify and monetize the value of improved productivity? All too often I hear a “salesperson” (as opposed to “sales professional”) say, “I told them it would make their people happier and more productive, but they seemed unimpressed.” Did they offer any compelling facts and figures? No. Are there actually data they could have cited to make the prospect more motivated to capture benefits beyond the most obvious utility-cost financial savings? Yes!