Positioning Skills: How to Communicate Your Value Proposition During a Sales Conversation

Presenter: Jim Rogers

Target Audience: Seller-Doers, Account/Project Managers, and BD/Marketing Pros

Goal: Learn how to communicate your value proposition during a business development call.

Duration: 1 Hour

In this module, you’ll learn how to communicate your value proposition during a business development call. You’ll be able to do so in a way that enables you and your client to honestly assess whether you are a good fit for their project. And if you are, you will have positioned yourself as the front-runner for the work.

Learning Objectives: In this module, you’ll learn to:

• Structure a business development call for optimal effect,
• Describe your strengths in a compelling way,
• Translate your strengths into advantages for the client, and
• Mutually assess your fit for the project.

WHAT ACTUAL CLIENTS ARE SAYING

“The positioning exercise (and prep sheet) is a good tool for use in preparing to go into a meeting.  It helps to organize your thoughts and find your angle.” — Michael