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Selling vs Creating Reasons to Buy

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Creating Reasons to Buy is the most effective way to sell a product.

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Selling vs Creating Reasons to Buy

  1. 1. SELLING vs. CREATING REASONS TO BUY myself : in.linkedin.com/in/rajuvelayudhan/ email : rajuvelayudhan@yahoo.com
  2. 2. the aspect of their product that many startups mistakenly focus on during their sales pitch :: FEATURES
  3. 3. the key aspect that makes a product worth buying :: THE VALUE PROPOSITION
  4. 4. what is value proposition ? :: TANGIBLE BENEFITS (both qualitative and quantitative) that the product offers to the customer
  5. 5. different kinds of value propositions :: ownership related benefits related • cost of owning • cost of maintenance • status symbol • cost reduction • process optimization • reliability, usability
  6. 6. value proposition shall be tangible and (preferably) measurable :: examples • can reduce cost of operation by 8% • can increase efficiency in invoice processing by 12% • is 30% less costlier than the competitor product • improves availability by 25%
  7. 7. provide opportunity for customer to validate the value proposition :: examples • customer references • verifiable case studies / testimonials • third party audit reports
  8. 8. the take away :: don’t sell…provide reasons to buy • define verifiable, measurable value propositions • highlight them consistently across all sales tools – web, brochures, demos, case studies • make sure customer enjoys the value at the end of the day
  9. 9. Thank You to appreciate or share some advice, leave your comments say if you like this presentation or not Follow follow to encourage me to publish more such content if i can be of any help, email me at rajuvelayudhan@yahoo.com
  • divyasubhas391

    Jul. 3, 2014

Creating Reasons to Buy is the most effective way to sell a product.

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