Thursday, July 30, 2009

Are You A Commodity? - Part 1

Most individuals & organizations confidently state that their products, services & solutions are not commodities… (as if just saying it makes it so). However, when asked to prove it… most of them have no idea what to say or do.

This is the core of what I call the #1 Rule of Value. It is a ‘simple’ concept that could be the one thing standing between you and your quest for Value Justification. Here it is:

“If you cannot understand and prove your Value… you have no Value!”

Value justification can be broken down into three steps:

  1. Understand your Value – Know in quantifiable terms how you have helped & how you can help your customers be more profitable, effective, efficient and productive.
  2. Articulate your Value - Have the ability to conduct an effective consultative discussion with someone to learn (in quantifiable terms) what they are trying to achieve
  3. Prompt your customer to say it back to you - (because his words are the only ones that count)

Can you understand & prove your Value?

No comments: