In this day and age and with the downturn in the economy, it is all the more important to create marketing and sales materials that tells your prospective clients why they should be buying from you. Jeff Thull, in his blog article on Inc.com explains the difference between a value proposition and a value assumption. This is a terrific article that helps galanize your thoughts on how to pitch your clients.
Thull notes the difference between selling a proposition to which your potential client must ascertain the relevance of your goods and services and its advantage to his business. Positioning a value assumpion enables the prospective client to draw his own conclusions.
Thull’s article is well worth reading. It should not only assist in defining your company’s approach to sales, but should assist you in deciding what sales personnel, employment candidates are the best fit for your company’s needs. When you do plan to hire, you should be considering professional reference checks as part of your preemployming screening concerns. Reference checks will help you determine the skills sets of your employment candidates.
Check them out before you hire.
