Unique Selling Proposition

What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional…

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Why USP Is No Longer ‘Unique Selling Proposition’…

Whenever salespeople start talking about their products to prospects, the inevitable question about ‘what makes you different?’ will always crop up. Prospects want to know that they are getting a great product at a great price with great back-up. In…

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What To Say When The Customer Asks, “Why Should We Use You?”

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your solution. What do they really want and need when…

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Use These DVP’s To Blow Your Prospect Away

When salespeople approach new or existing clients, there is always a form of anticipation, as they wonder how their ideas, products, services and offerings will be accepted by the potential buyer. On occasions, we see them very well-prepared, identifying goals…

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Ways To Make Your Value Standout In The Crowd

We often get asked to help salespeople craft their cold-calling script so that the recipient drools at the very thought of meeting with the salesperson and has sleepless nights waiting for the presentation that will change their lives for the…

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Are You Really That Different From Your Competition?

One of our clients had a particular dilemma, described here by one of the sales team: “Our clients think our products are just a commodity, and so mainly focus on the price against our competition. We know that our products…

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