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The Value Proposition: Getting Your Pitch Right


Overview/Description
Target Audience
Prerequisites
Expected Duration
Lesson Objectives
Course Number



Overview/Description
The value a company offers to customers can come in many forms – product quality, financial stability, reputation, and creativity to name a few. To answer the question, What value does my company offer?, you need to know your company inside and out – its strategies, how it operates, the solutions it can offer, and the people who do the work. Combine this knowledge with your understanding of the customer, and you'll be able to offer meaningful and creative customer solutions. In this course, you will learn how to identify and articulate your company's value and how to assess whether it is a good 'fit' for your prospects. You will also learn how to increase your customers' awareness of how they perceive value and how your company can meet their needs.

Target Audience
Individuals who want to gain a foundation in basic sales techniques and anyone who wants to develop or refine their existing sales skills

Prerequisites
None

Expected Duration (hours)
0.4

Lesson Objectives

The Value Proposition: Getting Your Pitch Right

  • describe how value impacts the sales and buying process
  • identify key components of value that make up a value proposition
  • recognize what is valuable from a customer's perspective
  • determine what to do based on the results of an assessment of value alignment
  • label questions according to their value categories
  • identify opportunities to challenge or expand customer perspective of value
  • Course Number:
    asl_01_a03_bs_enus