Sales tip – create a personal value proposition


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At the beginning of sales training programs we often ask salespeople: “How can you do a better job in creating value for your customer?” The intent is for a moment to forget about the value that can be provided by the product and concentrate on how you can bring value by the way they sell.

Today it’s becoming increasingly difficult to sustain a competitive advantage by product alone. So creating a personal value proposition is more important than ever. Let’s take a look at some of the responses we hear most frequently for getting that done.

7 best practices for creating a personal value proposition

1. Follow-through. Do what you say you will do when you said you would do it.

2. Anticipate the future – be proactive.

3. Have a strategic plan so you’re continuously moving towards your account objective.

4. Leverage your internal resources.

5. Focus on the customer – not the competition.

6. Keep up-to-date on what’s going on in your customer’s industry – know the trends.

7. If you don’t know, don’t pretend.

Republished with author's permission from original post.

Janet Spirer
For more than 30 years Janet Spirer has worked with the Fortune 1000 to craft sales training programs that make a difference. Working with market leaders Janet has learned that today's great sales force significantly differs from yesterday. So, Sales Momentum offers firms effective sales training programs affordably priced. Janet is the co-author of Parlez-Vous Business, to help sales people have smart business conversations with customers and the Sales Training Connection.


  1. To build a Professional Value Proposition, just answer the following three questions:
    1.Why can I be useful? What business driver should I respond to?
    2.How do I proceed? Which area should I focus on?
    3.What results can I deliver? For what improvement?
    To learn more


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