Connecting and Establishing Value

Overview

Topics Covered

• Answering the question all prospects and customers have: “So what?” “What’s in it for me?” “Why should I talk to you?”
• What do your customers and prospects value most?
• Sources of value.
• Value is the key to knowing how to craft questions and messages that create customer engagement.
• How to use value questions and propositions to generate a meaningful environment for customer engagement.

Learning Objectives

• Determine what your prospect or customer values using targeted questions.
• Assess your prospect’s or customer’s sources of value to position your products and services meaningfully.
• Create a compelling message for prospects or customers using value propositions.

Desired Outcomes

• Participants use value questions to engage prospects in meaningful conversations that will differentiate themselves, their solutions, and their properties.
• Participants use value propositions to deliver messages that compel prospects to respond to either voicemails or emails.

Follow-Up Assignment (Optional)

Create five value-based questions, and five value propositions based on the methodology explained during the workshop.

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