Technical folk emphasise the features.

Sales people emphasise the benefits.

But in order to secure a sale, you must be able to demonstrate real customer value.

Value Propositions attempt to project the potential quantified benefit – value – to a prospect. This is the value that they can receive through the implementation of your offering. A good value proposition, communicated effectively to your prospects, kick starts the business development process by demonstrating that you are concerned with meeting their needs and requirements and that your offering has proven value in similar situations.  At the very least they create curiosity in the mind of the client, who will want to know if it really will apply in their own situation.

Our one-day value proposition workshops introduce sales teams, key marketing and product personnel to the principles of developing and testing a value proposition.

“Attending the YTKO programme made us realise that we’d undersold one of our products by a factor of 10 – if only we’d focused on customer value”. Paul Barrett, Real User Corporation