Whose Value is in the Value Proposition?


[Sales POP]

We know all about value propositions, don’t we? Or do we? The term, “Proposition” is defined in the dictionary as “a statement that expresses a judgment or opinion” or a “scheme or plan of action”. Very interesting. While delivering subject matter expertise in enterprise selling is important, most would agree that listening is even more rewarding than “expressing judgments and opinions”. And “schemes”? Even the most transparent sellers would be unlikely to share with prospects any information about “scheming” to win their business.