{"id":4116,"date":"2021-09-25T04:30:29","date_gmt":"2021-09-25T09:30:29","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=4116"},"modified":"2021-09-24T01:58:06","modified_gmt":"2021-09-24T06:58:06","slug":"sales-tip-980-show-your-value-proposition-dj-sebastian","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-980-show-your-value-proposition-dj-sebastian\/","title":{"rendered":"Sales Tip 980: Show Your Value Proposition &#8211; DJ Sebastian"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2021\/08\/DJ-Sebastian-headshot-150x150.jpg\" alt=\"\" width=\"150\" height=\"150\" class=\"alignright size-thumbnail wp-image-4374\" srcset=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2021\/08\/DJ-Sebastian-headshot-150x150.jpg 150w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2021\/08\/DJ-Sebastian-headshot-300x300.jpg 300w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2021\/08\/DJ-Sebastian-headshot-100x100.jpg 100w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2021\/08\/DJ-Sebastian-headshot-250x250.jpg 250w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2021\/08\/DJ-Sebastian-headshot-200x200.jpg 200w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2021\/08\/DJ-Sebastian-headshot.jpg 353w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;Every customer communication should reference the business value that you, your company, and your solution will deliver to your customer.&#8221; &#8211; DJ Sebastian in today&#8217;s Tip 980<\/p>\n<p><strong>How do you show the value proposition with your customers?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/980\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and connect with DJ on LinkedIn!<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/donald-j-dj-sebastian-544a76\/\" target=\"_blank\" rel=\"noopener\">DJ Sebastian on LinkedIn<\/a><br \/>\n<a href=\"http:\/\/dailysales.tips\/submit\" target=\"_blank\" rel=\"noopener\">Submit a Sales Tip<\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from DJ Sebastian. As a top-producing sales executive for some of the best technology corporations, DJ learned that to become great at selling, you must be a great communicator. Now, as a sales coach and author, DJ\u2019s mission is to help the next-generation B2B sales professionals become elite sellers. Here he is:<\/p>\n<p>DJ Sebastian: Every customer communication should reference the business value that you, your company, and your solution will deliver to your customer. It&#8217;s important to clearly illustrate the significance of this business value. Don&#8217;t just assume that your customer will figure this out by themselves. Specify the business value your customer will realize after you&#8217;ve determined what&#8217;s possible and put this in relatable terms. For example, benefits that will increase revenue, net profit, and productivity and reduce costs. Benefits that raise the perception of the customer&#8217;s brand and increase market awareness. Benefits that are possible because your solution enables other business processes or staff to work more efficiently to automate or reduce the time performing key tasks.<\/p>\n<p>To help reinforce the customer&#8217;s reason for moving forward. First, explain the cost of delay. Once you&#8217;ve calculated the value your solution will provide, you can break down the delay in terms of a day, a month, or a year. For example, you can state every time the sun sets, you lose $3,000, then explain the lost opportunity cost. This is the cost of doing nothing. The value they won&#8217;t realize that they will lose if they don&#8217;t proceed with the initiative. Help your customer visualize your value proposition by spelling it out graphically. Keep it simple for your value projection, show the impact on value by drawing it on a chart. Describe the value using up arrows to denote increases. Show that in green and down arrows, tune a note decreases. Show that in red.<\/p>\n<p>Scott Ingram: For a link to connect with <a href=\"https:\/\/www.linkedin.com\/in\/donald-j-dj-sebastian-544a76\/\">DJ on LinkedIn<\/a>\u00a0where you can let him know your thoughts, just click over to\u00a0<a href=\"http:\/\/dailysales.tips\/980\" target=\"_blank\" rel=\"noopener\">DailySales.Tips\/980<\/a><\/p>\n<p>Once you\u2019ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Every customer communication should reference the business value that you, your company, and your solution will deliver to your customer.&#8221; &#8211; DJ Sebastian in today&#8217;s Tip 980 How do you show the value proposition with your customers? Join the conversation below and connect with DJ on LinkedIn! DJ Sebastian on LinkedIn Submit a Sales Tip&#8230;<\/p>\n","protected":false},"author":2,"featured_media":4374,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-4116","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Tip 980: Show Your Value Proposition - DJ Sebastian - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-980-show-your-value-proposition-dj-sebastian\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 980: Show Your Value Proposition - DJ Sebastian - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;Every customer communication should reference the business value that you, your company, and your solution will deliver to your customer.&#8221; &#8211; DJ Sebastian in today&#8217;s Tip 980 How do you show the value proposition with your customers? 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