Selling to the Cxo: Building a Rock Solid, Irresistable, Powerful Value Proposition.

Selling to the Cxo: Building a Rock Solid, Irresistable, Powerful Value Proposition.

By Adams, Daniel J.

The article defines value proposition in salemen's perspective. It shows how to build a powerful selling message to capture senior executives attention.

The five components of rock-solid value proposition includes the promise, the enablers, the unfair advantage, the justification of value and the proof.

The Promise: "How Can You Help Me?"

The Enablers: "What Are The Arsenal Of Services, Technologies, Products And Solutions That A How You To Make The Commitment To Me"

The Unfair Advantage: "What Makes You Different Than Your Competition?"

The Justification of Value: "Specifically Why Should I Invest More For Your Offering Than The Competition?"
The Proof: "I Do Not Believe You, Prove It" Good Luck, and Close "Em!

We can also put this in simple way. First, we seek to understand customer problems. Then, find out how our solutions solve their problems and meet their needs. At the same time, we can use SWOT to analyze POD, POP, POC and identify the point that make our product or services stand out from the competitor. To be effective, we should be able to justify our value. To convince them, I think we need a good product that can really do what we claim otherwise sooner or later customer will find out. Finally, to proof our value, we need show our commitment which therefore create outside value other than the product itself which is recommended in my previous posting article called Value Proposition That Works