One thing that most sales people are really good at is going into detail 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 do 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 the value you offer. This is not what your products do, it is how your products help.

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

Google