The sales people in your business have to be able to communicate the value of cooperation within the context they find themselves in. Too often, value propositions are developed by marketing and thrown over the fence to sales. Sales usually continue to behave the way they always have. Our approach avoids this scenario, because we co-create value propositions with sales and then develop, practice and reinforce their stories with them.
We use the term ‘Value stories’ because stories are easier to remember, easier to put into context and easier to communicate to potential customers. Customers also find ‘Value stories’ easier to understand as it enables them to more easily visualise how it can apply to their own situation.
Working with a small group of experienced marketing and sales people, we begin by clarifying the value that you are able to provide. We then help the group introduce their own experience of customer successes based on this value. Once we have this information we help the team tell the story considering how cooperation between your company and your customers is portrayed and the beginning and end state of any cooperation.