How to create your Compelling Value Proposition

This video from www.salesdna.com.au shows how to create a compelling value proposition to differentiate you from others.
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  • Lectures 11
  • Contents Video: 23 mins
    Other: 14 mins
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 7/2013 English

Course Description

Being good at what you do professionally, and being good at selling what you do – usually requires two completely different skills sets.

And one of the first steps to selling your products or services really effectively is knowing – and being able to communicate succinctly and confidently – what you can offer a potential customer which differentiates you from anyone else.

This is sometimes called “an elevator speech” – the idea being that you can deliver this statement within the average 20-30 second elevator ride. 

Most people call it a CVP or Customer Value Proposition.  We think there’s a better name – your Compelling Value Proposition.  The customer piece is obvious – indeed who else would you be demonstrating your value to?  But compelling has a deeper meaning – it’s about your belief in what you do for your customer.

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What are the requirements?

  • This course is designed for anyone in a management position. If a new new manager the content will act as a guide. If a manager with several years of experience, the content will provide tips and suggestions to hone your skills. If an experience manager with many years experience, the content will act as a refresher.

What am I going to get from this course?

  • Be able to communicate clearly and succinctly what you can offer a customer to differentiate yourself from others
  • Be able to deliver your "elevator pitch" in 20 seconds or less !
  • Understand the difference between a compelling value proposition and a customer value proposition

What is the target audience?

  • Managers
  • Leaders
  • Coaches
  • Sales
  • Service
  • Senior VPs
  • VPs
  • Business Owners

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Introduction to creating a compelling value proposition
Preview
1 page
Section 1: Video modules
Differentiating yourself in the market place
Preview
03:35
3 questions

What do you say when asked, “what do you do?”

Why do we use the word “compelling” instead of “customer”?

Why do you need a compelling value proposition?

Why is there a focus on benefits and problems?

How to develop your CVP
Preview
03:11
2 questions

What is your own CVP?

How have you structured your CVP?

How does this compare to the example within the video?

What are the three key elements of a powerful CVP?

How to prepare your CVP
Preview
03:41
4 questions

What are the four essential steps to work through to create a CVP?

What do you really sell?

What key problems do your products/services solve for your customers

What is the payoff for the customer for solving these problems?

How to put it all together
03:04
3 questions

What is your ideal CVP?

How should you use your CVP?

What arrangements will you put in place to practice this regularly with your colleagues?

What will you do to reinforce your understanding of this module? 
Section 2: Detailed Notes & Key Point Summary
Detailed Notes
6 pages
Key Point Summary
1 page
Section 3: Putting it into practice
05:05
This video provides a practical guide to adjusting your CVP to different situations.
Adjusting your CVP to different situations - detailed notes
3 pages
04:21
This video provides a practical to guide for anyone seeking to create their CVP; in this case we have used a mortgage broker to demonstrate how they could create a CVP to differentiate themselves in the market place.
How to create your CVP as a mortgage broker - detailed notes
3 pages

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Instructor Biography

Angus Patterson & David Dowe, Directors, SalesDNA.com.au

Angus:

Chartered Accountant by profession, MBA by necessity, Business Owner at heart and Creative Thinker with a passion for learning !

Applied 10 years of thinking after running large scale sales teams in large corporates (where teams consisted a Managers, Sales Managers, Investment Advisors and Financial Planners) to create SalesDNA.com.au.  

The Idea being that the internet allows you to provide content in a scalable manner so that decentralised teams can benefit from world standard learning material that is packaged in a way to meet the different ways that people learn and which puts the user in control of their own learning.

David:

The face of our videos, David Dowe, is regarded as one of the best coaches in his field. With over 20 years experience, he has received plaudits from CEOs to COOs, Exec General Managers and front-line Managers. David has worked with a who's who of mid to large sized companies in Australia, the UK and Europe.

Learning and development professional specialising in sales and leadership development.

20 years’ experience across a diverse range of blue chip organisations, including Financial Services, IT, Healthcare and FMCG. Has a reputation for successfully leading L&D teams which enable organisations to achieve results and improve ROI. Builds sales force effectiveness based on structure, focus and practical management procedures, together with excellent standards of leadership, communication and engagement.

Specialties:Transforming sales teams and driving high performance sales & service cultures.
Results focused coaching and performance management, including executive level coaching.
Coaching sales teams to pitch for and win complex commercial deals.

Please see our bios on Linked in for more details !

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