“We need a value proposition that we can articulate within a few seconds that hits the mark and resonates with them and draws them into a conversation.” – Peter Strohkorb in today’s Tip 945
How do you intrigue and capture their imagination within a few seconds?
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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 Peter Strohkorb. After 20 years in leadership roles in multinational corporations, Peter couldn’t stand the ineffective ways that businesses use to accelerate their sales. He set himself the task of offering solutions that deliver real results. Since 2011, he’s helped clients to “win more sales, faster” (which is his business motto). Here he is:
Peter Strohkorb: Number three. A value proposition and a killer introduction. Now, a value proposition is not about how great we are, how about our products are, how great our services are. If we talk about we have this and we do that, and we have these clients, and we have these many employees, and we’re in these many locations, you customers will fall asleep before you even get to the end of the description. What they’re interested in really is what’s in it for me. You think about it. You reach out to a Senior Executive who’s got all sorts of things in our mind, who’s super busy, and you’re expecting them to listen to what you have instead of what’s in it for them. You know, within 10, 20, 30 seconds, they will make up their mind whether you’re worth spending more time with or not. And if within there’s 10, 20, 30 seconds, you have still not finished talking about yourself. They will lose interest and they’ll lose patience. So the challenge is to intrigue and capture their imagination within the first 10, 20, 30 seconds. You do that with your seller introduction line that doesn’t talk about you. It just talks about what’s in it for them. So we need a value proposition that we can articulate within a few seconds that hits the mark and resonates with them and draws them into a conversation. We want them to lean forward and say, “That sounds interesting. Tell me more. How can you do that?” Think about it.
Scott Ingram: If you’ll click over to DailySales.Tips/945 we’ll have links for you to connect with Peter and the video version of this tip.
Once you’ve checked that out, be sure to come back tomorrow for another great sales tip. Thanks for listening!