The value proposition. It’s at the core of everything we sell, right? Value propositions come in many varieties, but essentially they are the statements that say, “You need what we have to offer, and we are uniquely positioned to sell it to you.” We’ve seen the statistics that tell us how important clear value propositions are to buyers… But is the value proposition statement alone enough?
When someone is trying to sell me something, I often ask myself a key question: Does this person want a long-term business relationship with me?
I’ve recently seen a startling reference from Gartner in a couple of different presentations: “Gartner, a research organization, predicts that by 2020, 85 percent of interactions between businesses will be executed without human intervention. It is likely that of the 18 million salespeople in the United States, there will be only about 4 million left.” (See this article on Selling Power)
I’ve been “courted” recently by a company trying to win my business. After repeated attempts to contact me, I finally acquiesced and responded to an email… only because I had a very specific need at that moment, and I suspected they could help. Once we talked and I learned more about their capabilities, I actually became excited about working with them on my upcoming project. Unfortunately, their capabilities did not include follow-up skills, because although my contact indicated he would get back to me with additional options, he never did.