Describe “What is in it, for your customers”?

What TRANSFORMATION, can your customers expect after engaging you and your organisation as a SUPPLY PARTNER?

Customers don’t want a feature dump, like the one shown below:

We offer a blended training approach, which means that we combine classroom training, eLearning and audio books to support learners to more effectively engage with the sales training materials.

Our customers really don’t care about any of this. All they want to know is, how is any training offered, is going to transform their sales team, so that they can sell more effectively.

Customers want to know what TRANSFORMATION, they can expect, as shown below:

Using the “SO WHAT” tool, we communicate our value to our customers as follows:

EXAMPLE

We support your sales team to optimise their performance and results, by helping them to develop a new set of sales success habits.

We achieve these outstanding results, by firstly identifying the “BEST SALES PRACTICES” within your organisation and then, using our industry leading blended “Sales Enablement” training approach, we support your sales professionals, to develop a new SALES SUCCESS HABIT SET.

The real and lasting improvements your sales team will make, towards consistently creating an unforgettable customer experience and smashing their sales targets, supports you to enjoy a “REAL RETURN” on your sales training investment.

Our “SALES ENABLEMENT SOLUTIONS” ARE so effective that we offer you a 100 % money back guarantee, on all our 90 day and longer sales training solutions.”

As you can see from the example above, customers are not interested in any of your products or services features or benefits. They just want to know how your product or service will help them to achieve an improved state.

I know we have been flogging this horse for a while now, but as this concept forms the foundation of any successful sales process, I want to ensure that you “REALLY” get this

Let’s take a deeper look at your products, services and the Value, both you and your product bring to the table.

WHAT MEANINGFUL TRANSFORMATION CAN YOUR CUSTOMERS EXPECT, WHEN THEY FORM A LONG TERM MUTUALLY BENEFICIAL PARTNERSHIP, WITH YOU AND YOUR ORGANISATION