At the ASIS show in Philadelphia a few years ago, I was catching up with a friend that oversaw business development in the Americas for an access control manufacturer. While we were talking, a contact I had made years earlier in Sao Paulo tapped me on the shoulder, politely interrupting. We greeted each other in the celebratory Brazilian manner and I immediately made the connection – these two friends of mine could benefit each other.
My access control friend realized it too, and began the hard press. He was so aggressive that it became uncomfortable. After they exchanged cards and my friend from Sao Paulo left, my access control friend apologized: “Sorry about bringing it so hard, but I may never see him again.” Well, after that exchange, I could guarantee him that he wouldn’t.
There have been hundreds of books written about presenting one’s value proposition, and how to do it appropriately. While most sales people understand how to deliver their value, and have become pretty proficient at it, they don’t know when to present it.
The secret to successfully presenting your value proposition is timing.
There is a time to push it like my friend in the story above did, but probably not 15 seconds after meeting someone. After years of working on this topic, I’ve narrowed it down to different styles for different stages of the sale. There are three different stages in the sales cycle to consider, and a different strategy to presenting your value proposition at each stage.
Download my guide for 'How to Present Your Value Proposition' and discover the 3 stages for a successful presentation.
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