One thing that most salespeople are really good at is going into detail and talking about all the great things their products do. The challenge with that is that, when you are first talking to a prospect, it is too early to talk about what your products do.

This prospect does not care at this point about your products. What they care about is “What is in it for me?”

In order to answer that and communicate in a language that the prospect understands, focus on your value proposition. This is not what your products do, it is how your products help.

In this brief video, we outline what value is, how you can identify what your value is, and how you can best communicate it.