M16-S1 - What is your value proposition

We talked about Features, Advantages and benefits. The section lecture notes can be found

here

on your value proposition.

You can listen to the audio here: M16-S1 - Audio - Features, Advantages and Benefits

We worked on examples of Sales scripts and the difference between hard and soft selling. Main take away is that Consultative sales is favorable with respect to other selling methods.

Next we discussed the SUCCESS acronym described in Made to Stick: Why Some Ideas Survive and Others Die. M16-S1 - Audio - Made to stick