Selling to C-Suite Executives Module 3: Creating and Communicating Your Value

Module 3 begins with a discussion of the three components of value that salespeople can use to begin to create a provocative and compelling value proposition that provides differentiation from their competitors.  Participants have an opportunity to begin to define the unique components of value they possess, so as to eliminate them having a commoditized offering.    

The module then focuses on the methodology of creating a meaningful value proposition, which client executives have told us is an essential ingredient in developing a lasting relationship with the client’s organization.   

Participants are given a template and the process for creating a compelling value proposition that propels the client to take action.   They then have an opportunity to practice creating a value proposition, using the JKEA International case study.  

Participants are also shown the need to continually communicate their value on a regular basis to client executives. 

Lastly, the key concepts infused throughout all three of the modules are summarized in two final charts.