What are all the ways that customers benefit from what you sell?
What is your most compelling value proposition? What are the most significant business problems you can address?
Make a list of the customer problems that can be fixed with what you sell.
Here are some examples of business problems that I help with:
- Sales falling short of expectations.
- Inaccurate sales forecasting.
- High sales staff turnover.
What are the business pain points that you address?
Most business pain points relate to one or more of the following eight issues:
- Growth - not enough and sometimes too much.
- People - finding them, recruiting them, managing them, leading them, and keeping them.
- Cash Flow - balancing outgoings against income, borrowing, and investment.
- Sales and Marketing - achieving the sales target efficiently.
- Managing Change - the challenge of VUCA (Volatility, Uncertainty, Complexity, and Ambiguity)
- Planning - It is a fine balance to plan sufficiently and yet remain responsive to events.
- Communication - most mistakes can be attributed to miscommunication.
- Execution - Carrying out plans effectively.
Work on Your Value Proposition
Work on the words that you use to describe the customer problems that you can fix or ameliorate.
Make it about them and their issues, not about you and what you are selling.
Create phrases that stir emotional memories, appeal to a sense of need, and have a ring of truth.
Test them on peers, managers, and friendly customers.
Then memorise the best phrases, sentences, or forms of words.
Share your phrases in the comments for practice or send them to me for feedback. clive@salessense.co.uk
Free B2B Sales Training Course Index
Tips for Teaching Yourself
Set clear goals: Start by defining specific and achievable learning goals. Clearly articulate what you want to learn or accomplish through self-teaching. This helps you stay focused and motivated throughout the learning process.
Design a structured plan: Create a structured learning plan that outlines the topics or skills you need to cover, along with a timeline for each. Break down the material into manageable chunks and set milestones to track your progress.
Gather learning resources: Identify and gather high-quality learning resources that align with your goals. These can include books, online courses, tutorials, videos, podcasts, or reputable websites. Utilize a mix of resources to get different perspectives and approaches to the subject matter.
Establish a learning routine: Consistency is key to self-teaching. Set aside dedicated time in your schedule for learning, and stick to it. Whether it's a few minutes each day or longer sessions a few times a week, establish a routine that works for you.
Practice active learning: Engage in active learning techniques to enhance comprehension and retention. Take notes, summarize key concepts in your own words, and create flashcards or mind maps. Actively apply what you learn through practical exercises, projects, or real-life scenarios.
Seek out feedback and evaluation: Look for opportunities to receive feedback on your progress and performance. This can be from peers, mentors, or online communities related to the subject you're learning. Feedback helps you identify areas for improvement and refine your understanding.
Stay motivated and disciplined: Self-teaching requires self-discipline and motivation. Find ways to stay inspired, such as connecting with others who share your interests, joining online forums or study groups, or tracking your progress visually. Celebrate milestones and achievements to keep your motivation levels high.
Embrace a growth mindset: Adopt a growth mindset that embraces challenges, setbacks, and mistakes as opportunities for learning and growth. Embrace the process of self-teaching as a journey of continuous improvement and embrace the learning curve.
Reflect and iterate: Regularly reflect on your learning experience. Assess what strategies or resources have been most effective for you and make adjustments as needed. Be open to trying different approaches or seeking additional resources if you encounter difficulties.
Stay curious and never stop learning: Cultivate a lifelong love of learning. Embrace curiosity and seek out new topics or skills to explore. The process of teaching yourself can extend beyond a specific goal and become a lifelong pursuit of personal and professional development.
Have us help you achieve learning momentum. Join our new scheduled one-hour-a-week professional sales career training course.
If you have the discipline of an autodidact, use our self-led B2B sales training course. See the index here. This page presents 2.1, about creating or improving a compelling value proposition. If you need more, have any of our B2B sales training courses or any element or any combination of elements delivered for groups or individuals through online sales training sessions or one-to-one coaching. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.