Buying Motives:
What is most important to the prospect in making a purchase decision.
Rational motives
Emotional motives (3) Specific Benefits Matched to Buying Motives:
Benefits to be stressed are arranged in priority order Information needed to support claims for each benefit Where appropriate, methods for reinforcing verbal content (sales aids, visual & Electronic materials, testimonials, supporting claims Customer Value Proposition:
Write a brief statement of how you will add value to the prospect’s (individual or business) by meeting a need or providing an opportunity.
Explain the primary business reasons that customers would use your offering.
Remember: A value proposition tells prospects why they should do business with you rather than your competitors and makes the benefits of your products or services crystal clear from the outset.
