In this episode, we will dig a bit deeper into how we went about creating our platform. This is a vital foundation for helping our reps understand the why behind almost every differentiator that we have.
Specifically, we will focus on the following:
- the 4 parts to the puzzle of what customers are buying
- how understanding our core target market
- the pains & gains our customers are after
- the 5 questions to ask of any target
- the 2 winning elevator pitches
If you'd like to see the images & frameworks I talk about, please download them below:
https://drive.google.com/file/d/1t-A5PNiFnNMVhoip-iTXZ5Y1GoEZ6TC5/view
https://isaacjeffries.com/blog/2018/2/27/how-to-fill-in-a-value-proposition-canvas
I also make reference to the following books:
https://www.amazon.com/Sell-Story-Capture-Attention-Build-ebook/dp/B01GW9XH84/ref=sr_1_1?keywords=sell+with+a+story&qid=1583169668&sr=8-1
https://www.amazon.com/Sales-Differentiation-Powerful-Strategies-Prices-ebook/dp/B07CCGW34Y/ref=sr_1_1_sspa?crid=O0ZTYXD63VSH&keywords=sales+differentiation+lee+salz&qid=1583169685&sprefix=sales+differen%2Caps%2C187&sr=8-1-spons&psc=1&spLa=ZW5jcnlwdGVkUXVhbGlmaWVyPUEyUkJFQUtNR1QyNFhUJmVuY3J5cHRlZElkPUEwNDE0NDg2M0dBOUMwRFQyRlA1SyZlbmNyeXB0ZWRBZElkPUEwMzYyNDcwM0EwMlNISlRIVUYyQyZ3aWRnZXROYW1lPXNwX2F0ZiZhY3Rpb249Y2xpY2tSZWRpcmVjdCZkb05vdExvZ0NsaWNrPXRydWU=
