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