What value? In addressing this issue first, I think your relationship with money that I think if the money was invented and what is invented. Internet to the rescue ...
What is money?
Money means different things to different people - it may mean that the coins, bills or credit cards. For some people in developing countries of pErle, shellfish, or Bellotace feet. In short, het of money is what we think is useful.
Who was it?
The first use of money by writing the date of 1200BC, in the region of the country known today as southern Algeria, but is covered with water. Entries in the register of stones "twelve money is paid into a bank account belonging to Algar Hammurabi, in return for using his daughter." Twelve shekels dinerotuvo now thisntaines prostitutes to buy all looking for the best Hammurabi daughter, who by all accounts quite boring.
Mminerale in general, the "price" of a common currency, the cost has been determined by the effort and innovation, we must apply in person, in exchange for other things that need to be by others. For example, the local blacksmith shoe a horse farm in exchange for a PAIO bags of flour. In the modern world, the common currency, we can COMDE procurement of goods and services a wide range of foieanciers, many of which are very similar, and sometimes, sometimes, different prices! Why is this? Why Hotdog in a pop concert or a football match cost 3 times more than the country? Why a group of bananas are sold to more than 3 times a Marks & Spencer, in a market? Why 80% of consumers use BTpara internal phone, where the same available to other service providers to half of the neckt?
The answer is "added value, these products and organizations in the field to provide the customer the perception of cost / benefit. L ', keyword, of course, is the perception that gives us an indication of the importance of our values, not only, but also how we are to our customers.
Why is it important for a company prtegenovergestelde their value?
Each organization has to sell things (and more), should be able to inform their customers if the value is maximizing the long term. The sales team, in particular, can articulate the value of customers to prove that its cost-benefit is stronger than the competition. "But what is good puntuaciónOficina? Is clearly not a long list, the company offers in terms of economic function. It is an advantage if the customer has paid with profits" in relation to their needs. The seller is the definition of the van bEEDS and aspirations through a position, questioning and listening, but the t value proposizioniegli organization and its products and services should be clearly defined.
But those looking for value?
The shareholders want in terms of profitability and investment rendementop. The CEO and Board members have a crush on you! The heads tend to value that is added to the service and achieve their objectivestifs. In all cases, the value is requested by individuals guided by their personal, emotional needs of both companies. Once again, sales to expose and develop.
Brainstorming
Waarschijnlijku a significant number of people in your organization who can contribute to the creation of value propositions. Form a working group composed of staff from sales, marketing, productontwikkeling, finance and other person who can contribute (which in May to leave the party if they do not).
In traditional brainstorming, flip-overs are all full of ideas, no matter cómo'loco "may be the first. (Mind mapping software can ookeen tool to do this). Assuming that you are in business to business selling environment, start with the basis of the value of a customer can find. The objective is profit. How INCRASE sales and / or how frais.. Remember that you can sell more to increase the volume or price. You can reduce the costs to pay less or producciónCTIVIDADES. Consider the functions within the client companies that contribute to those objectives, and what value propositions to help customers achieve these objectives. Think about the negative consequences of their not their products / services. These effects can be endl a positive proposals. In which the product orservice responds to their value. Cated value added is not? What are the benefits because of their position? If a "product" of Nof forget your service. Very often, the eyes of customers is worth more than produttorict!
Once you have enrolled their value propositions, the emphasis on ABC, in terms of competitive advantage that we believe they represent. For the USP (unique selling point), B meestal against strong competition, and C "Me too.
Finally, in support of each proposal with the best evidence "is eenpoyar claims. Technical bulletins, case studies, presentations, testimonies, etc.
Oh, one last thing!
Make sure your sales team to develop value propositions for the addition of questions that need to be informed of the specific needs and desires of their proposals.
Otherwise, there is no agreement!
What is money?
Money means different things to different people - it may mean that the coins, bills or credit cards. For some people in developing countries of pErle, shellfish, or Bellotace feet. In short, het of money is what we think is useful.
Who was it?
The first use of money by writing the date of 1200BC, in the region of the country known today as southern Algeria, but is covered with water. Entries in the register of stones "twelve money is paid into a bank account belonging to Algar Hammurabi, in return for using his daughter." Twelve shekels dinerotuvo now thisntaines prostitutes to buy all looking for the best Hammurabi daughter, who by all accounts quite boring.
Mminerale in general, the "price" of a common currency, the cost has been determined by the effort and innovation, we must apply in person, in exchange for other things that need to be by others. For example, the local blacksmith shoe a horse farm in exchange for a PAIO bags of flour. In the modern world, the common currency, we can COMDE procurement of goods and services a wide range of foieanciers, many of which are very similar, and sometimes, sometimes, different prices! Why is this? Why Hotdog in a pop concert or a football match cost 3 times more than the country? Why a group of bananas are sold to more than 3 times a Marks & Spencer, in a market? Why 80% of consumers use BTpara internal phone, where the same available to other service providers to half of the neckt?
The answer is "added value, these products and organizations in the field to provide the customer the perception of cost / benefit. L ', keyword, of course, is the perception that gives us an indication of the importance of our values, not only, but also how we are to our customers.
Why is it important for a company prtegenovergestelde their value?
Each organization has to sell things (and more), should be able to inform their customers if the value is maximizing the long term. The sales team, in particular, can articulate the value of customers to prove that its cost-benefit is stronger than the competition. "But what is good puntuaciónOficina? Is clearly not a long list, the company offers in terms of economic function. It is an advantage if the customer has paid with profits" in relation to their needs. The seller is the definition of the van bEEDS and aspirations through a position, questioning and listening, but the t value proposizioniegli organization and its products and services should be clearly defined.
But those looking for value?
The shareholders want in terms of profitability and investment rendementop. The CEO and Board members have a crush on you! The heads tend to value that is added to the service and achieve their objectivestifs. In all cases, the value is requested by individuals guided by their personal, emotional needs of both companies. Once again, sales to expose and develop.
Brainstorming
Waarschijnlijku a significant number of people in your organization who can contribute to the creation of value propositions. Form a working group composed of staff from sales, marketing, productontwikkeling, finance and other person who can contribute (which in May to leave the party if they do not).
In traditional brainstorming, flip-overs are all full of ideas, no matter cómo'loco "may be the first. (Mind mapping software can ookeen tool to do this). Assuming that you are in business to business selling environment, start with the basis of the value of a customer can find. The objective is profit. How INCRASE sales and / or how frais.. Remember that you can sell more to increase the volume or price. You can reduce the costs to pay less or producciónCTIVIDADES. Consider the functions within the client companies that contribute to those objectives, and what value propositions to help customers achieve these objectives. Think about the negative consequences of their not their products / services. These effects can be endl a positive proposals. In which the product orservice responds to their value. Cated value added is not? What are the benefits because of their position? If a "product" of Nof forget your service. Very often, the eyes of customers is worth more than produttorict!
Once you have enrolled their value propositions, the emphasis on ABC, in terms of competitive advantage that we believe they represent. For the USP (unique selling point), B meestal against strong competition, and C "Me too.
Finally, in support of each proposal with the best evidence "is eenpoyar claims. Technical bulletins, case studies, presentations, testimonies, etc.
Oh, one last thing!
Make sure your sales team to develop value propositions for the addition of questions that need to be informed of the specific needs and desires of their proposals.
Otherwise, there is no agreement!