“Ditch the solution led value proposition instead of going in with a problem proposition. Sit on the same side of the table, help your clients thrive in their businesses.” – Chad Spain in today’s Tip 529
How do you demonstrate value?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Chad Spain. Chad has a broad background in sales ranging from door to door sales to new logos to building sales functions as a consultant. Today’s he an Account Executive and Consulting Partner at Whitten and Roy Partnership, a sales consulting firm that helps sales teams transform how they sell. Here he is:
Chad Spain: Hi everyone! My sales tip for today is about value propositions. And that is just not making value propositions. When you do your outreach, whether it’s phone calls, emails, voicemails, video messages, the issue we see so many salespeople make is that well, first of all, they sound like everybody else. But second of all, they come into hot with the bells and whistles and the features and benefits of the solution that they’re bringing forward to their prospective clients. Right?
We all know that the goal is to demonstrate value. Well, the question is how do we demonstrate value? Well, we all know that one way to demonstrate value is to find a pain point and really illustrate how we can solve that pain point, fixing need, create our ROI, et cetera. The problem with the value proposition is that you start in the wrong place. You go in with the solution and what it can do for them instead of uncovering well, what’s the problem they really have. A problem big enough and costly enough that it’s worth them spending some time and effort to dig into with you on the phone to see if you might have something that can help them out. So we call this a problem proposition.
So a value proposition might sound like, “Hey, I’m Chad with X, Y, and Z company. And we’re creating value for clients by helping them put more money on their bottom line or save time and money. And this is how we do it. It’s with X, Y, Z platform…” Whatever, you know, there’s probably some nuances to that and a lot of cases as well, right? But instead of going with a problem proposition, and that is, we talked to a lot of companies like yours, and what we find are that most of them face X, Y, and Z issues. And a lot of these cases, these problems are really costly in terms of time and money, right?
How is this for you? Are these problems big enough in your organization that they’re worth exploring? And if they are, I’d be happy to get on a phone call with you and see if there’s something we can do to help, or if we might have some ideas for you outside of our own support, right?
Now, this creates two really distinct differences. One is you’re not making it all about you and what you’re trying to sell, the agendas off of you. Instead, you’re sitting on the same side of the table as them and partnering with them to be their trusted business advisor. Regardless of the outcome, to explore the issue they’ve got, what does issues are costing them, and what the best path forward is it’s going to be valuable for that. Essentially helping them make a really good decision for their organization about a situation that they’re in, right?
So that’s my tip for today. Ditch the solution led value proposition instead of going in with a problem proposition. Sit on the same side of the table, help your clients thrive in their businesses. Thanks!
Scott Ingram: For more about Chad, a link to Whitten and Roy Partnership where you can learn more about their problem-led selling methodology as well as a couple of articles on Transforming Your Mindset and The Art of Discovery. Just click over to DailySales.Tips/529 and we’ll have all of that for you there.
Then, be sure to come back tomorrow for another great sales tip. Thanks for listening!