What Is a Value Add Proposition?


A Value Add Proposition consists of the following 4 factors:

• Visual aids, such as charts, graphs, and pictorials illustrating what the product is, what it will do, and most importantly of all, what it will do for the prospect.
• Testimonials from present customers who have used the product or service, which outline the exact dollar benefits that they have gained over time.
• Third party proof from experts, organizations who have a high profile within your industry, who are unassailable in their research and findings. Examples of such organizations are government departments and their provincial counterparts; research foundations (The Conference Board of Canada), Associations; etc.
• Quantifiable exact dollars saved (expenses) or earned (revenues) that are arrived at using the prospect’s own numbers.

Quantifiable Exact Dollars

• A Value Add Proposition is also known as Return on Investment, which is described in the following equation:
  
  
  
  
• The prospect, using their own numbers, can now literally see the exact $ benefits of your products and/or services.
• They now have the full confidence of becoming your customer without any annoying doubt!

What Does a Value Add Proposition Do?


A Value Add Proposition allows a prospect to make an informed buying decision based upon the following:

• Unassailable proof that your product and service claims are accurate.
• The certainty that the prospect is making a correct decision in that their application is the best fit with your products and services.
• Being able to confidently decide to go ahead!

What Does a Value Add Proposition Do for Me?


A Value Add Proposition provides you with the following:

• Full control of the selling process.
• The confidence and comfort of being able to quickly and effectively address all prospect’s questions, concerns, and objections.
• To avoid the frustration and hassle of not discovering a hidden agenda; e.g. ego and/or corporate politics.

In summary, current and customized Value Add Propositions (VAPs) do the following:

• They eliminate and minimize the prospect’s doubt about you, your company, and your products/services.
• You can now confidently control the sales with your #1 sales weapon — unassailable VAPs!
• “Time is money” works for you happily and comfortably, collapsing long sales cycles through quicker decisions!
• You now combat your competition through a powerful value add selling approach, reducing them into a price sale.

THANK YOU!