| Outcomes
Having conducted research of staff, customers and competitors Salt will then work with you to develop your value propositions.
The value propositions will provide your company with compelling messages that will encourage your suspects and prospects to buy from you
Once developed and agreed the value propositions should be incorporated in your:
Sales pitches
Presentations
Exhibition materials
Website
Brochures
Proposals
Follow up letters/emails
The value propositions encompass:
Why a company should buy from you
Your USPs and value added benefits
The business benefits of the products and services that you provide
The sales message (pitch) for the company and each product and service
The relevant sales messages for each target sector that you want to approach and the relevant entry point within each i.e.: MD, FD, SD, CIO
Overview
Having completed the staff, customer research and competitor analysis the next critical stage is to gather, interpret and incorporate those findings in a way that can be utilised throughout your business. These final agreed messages will be what your sales team will utilise in the delivery of the sales strategy and tactical plan. |
