Stop selling what you have start selling what they need
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STOP selling what you HAVE START selling what they NEED PowerPoint PPT Presentation


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STOP selling what you HAVE START selling what they NEED. PANG (Pain Authority Need Gain) Q’s. The Value Proposition Generator; Do you know the difference between; an Elevator Pitch an Unique Selling Proposition a Value Proposition. PANG (Pain Authority Need Gain) Q’s.

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STOP selling what you HAVE START selling what they NEED

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Stop selling what you have start selling what they need

STOPselling what you HAVESTARTselling what they NEED


Pang pain authority need gain q s

PANG (Pain Authority Need Gain) Q’s

  • The Value Proposition Generator;

  • Do you know the difference between;

  • an Elevator Pitch

  • an Unique Selling Proposition

  • a Value Proposition


Pang pain authority need gain q s1

PANG (Pain Authority Need Gain) Q’s


Pang pain authority need gain q s2

PANG (Pain Authority Need Gain) Q’s


Pang pain authority need gain q s3

PANG (Pain Authority Need Gain) Q’s


Pang pain authority need gain q s4

PANG (Pain Authority Need Gain) Q’s


Pang pain authority need gain q s5

PANG (Pain Authority Need Gain) Q’s


Pang pain authority need gain q s6

PANG (Pain Authority Need Gain) Q’s

  • Using these headings;

  • Build a list of features at the top of each page. Try and be succinct in your description of the feature

  • Next, go back to page one and describe under the next heading why this feature is unique to your offering. If you can’t state the uniqueness, then never LEAD with this feature

  • Now, try and describe in the customers language the PAIN which this feature will eliminate in the business, or, the NEED identified in the business, or, the GAIN (Bag of Money BOM) they could make from this solution

  • Describe the Individual and Corporate benefits associated with EACH PANG

    • Use; Business Driver; Movement from status-quo; Measurement metric

  • Formulate Questions that will solicit Answers from your prospect that could Drive Consequence statements


Remember

Remember!

  • Just about no one wakes up in the morning saying "I've just got to buy your product!”

  • Your value proposition must change the status-quo

  • It should define;

    • The business driver

    • The expected movement

    • The measurement metric

      Try this Value Proposition; “using this value proposition generator, resulted in 87% of salespeople in a large B2B team, achieving a first meeting with a C level influencer in a new business target within 2 months.”


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