Positioning Value

Introduction by Nick Miller, Clarity Advantage president.

In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.

In which we offer three ways to present your value proposition to clients and prospects.

In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.

In which we are reminded that sales representatives need to position their personal value more clearly, even more powerfully, than their company’s value.

In which we emphasize the importance of articulating the value of a solution before introducing the idea of a solution.

In which we are reminded that we have to communicate the value of our experience to our clients in order for them to get it.

In which we are reminded to sell the strengths we have rather than those we wish for.