Why do you think your value proposition is your solution? It\u2019s not. You are.<\/p>\n
There are many solutions that buyers could choose to effect the change they need for excellence; there are many ways of approaching the problem and seeking the solution. How do they choose one over the other? All websites seem similar. Many solutions are similar. So many sales professionals show up as pitchers and pushers.<\/p>\n
Why not make yourself the value proposition? To do that, though, you might want to consider offering something above and beyond what a prospect would expect. Of course you represent your company and your solution. Of course you give good service and are knowledgeable. But what if you were also able to facilitate their non-solution, private decision path \u2013 help them align all of the people, the activities, the decision issues, the vendor issues, and assemble the right Buying Decision Team \u2013 in addition to selling them a great solution?<\/p>\n
That would not only differentiate you, but would make you an invaluable (read valuable) asset. It would be your competitive advantage.<\/p>\n