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Last updated on 2024年10月31日

How do you tell your value story?

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How do you tell your value story? This is a crucial question for any salesperson who wants to persuade prospects to buy their product or service. A value story is a compelling narrative that shows how your solution can solve a specific problem, deliver a tangible benefit, and create a positive emotional impact for your customer. In this article, you will learn how to craft and deliver a value story that resonates with your audience and motivates them to take action.

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Florian Palatini

Fluent in engineering l Send me your content for sharing | 575.000+ followers l @item
Mariette Richardson

Public Speaking Coach | Inspirational Conference Speaker | Author - Free the Hidden Speaker Inside, She Speaks like a…
Ahmed AbdelNasser

Human Resources Professional | Top Linked[in]fluencer | HR Excellence Award Winner | Sales & Marketing Guru | Customer…

1 Know your audience

The first step to telling a value story is to know your audience. Who are you talking to? What are their needs, goals, challenges, and preferences? How do they make decisions? What are their objections and concerns? You need to do your research and ask the right questions to understand your customer's situation, pain points, and desired outcomes. This will help you tailor your value story to their specific context and address their most relevant issues.

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Florian Palatini

Fluent in engineering l Send me your content for sharing | 575.000+ followers l @item
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Bait the hook to suit the fish, not the fisherman….crucial: understand + define who your fishes are. Once you know who your dishes are you can work on the storytelling for them

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Mariette Richardson

Public Speaking Coach | Inspirational Conference Speaker | Author - Free the Hidden Speaker Inside, She Speaks like a Leader | Mission is to transform individuals into confident, powerful public speakers
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“Playing to your audience’s needs” is probably the oldest trick in the book. Classic orators like Socrates, Julius Caesar, Alexander the Great and Jesus understood what their audiences needed at that moment. They knew them well and understood how to connect with them. Today any good speaker also feeds off their audience. Your value story could be highly professional, hard-hitting and slick, however, the way you tell it, there ‘lies the rub’. I believe in “don’t let the facts ruin a good story.” If it needs an extra layer to increase its impact, it’s time to pull out your secret weapon - poetic licence - to win the day. It might seem as if I’m giving you permission to lie. Never. I do, however, urge you to tell your story creatively.

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Richmond Taylor

I help you do more with less tech I Salesforce associate I GTM Hacksmith I Mental health first I Ex Pro ?
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I am a bit of a sales and math geek. I will answer this with a few simple equations. Your audience = those who resonate. Those who resonate = those similar to your ICP. Find the metrics and reviews. Create a story, or just ask them their outcome. Take it a step further and ask if it helped them get something outside of work!

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2 Define your value proposition

The next step is to define your value proposition. This is a clear and concise statement that summarizes what your product or service does, how it differs from the competition, and why it matters to your customer. Your value proposition should answer three questions: What is it? How does it work? And what's in it for them? You need to highlight the features, benefits, and advantages of your solution, and show how it aligns with your customer's needs and goals.

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Richmond Taylor

I help you do more with less tech I Salesforce associate I GTM Hacksmith I Mental health first I Ex Pro ?
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Find the WIIFM. Value is more than just surface level. Find what your product / service solves at the core. Align your messaging with initial pain and drive it to game-changing pain.

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3 Structure your value story

The third step is to structure your value story. A good value story has a beginning, a middle, and an end. The beginning sets the scene and introduces the problem that your customer is facing. The middle presents your solution and explains how it solves the problem and delivers the benefit. The end summarizes the value proposition and calls for action. You need to use a logical and coherent flow that connects the dots and builds trust and credibility.

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Richmond Taylor

I help you do more with less tech I Salesforce associate I GTM Hacksmith I Mental health first I Ex Pro ?
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Get the audience engaged. 1. Identifiable characters. 2. Authentic emotion. 3. Specific details. 4. A significant moment. Put these together and you will have them reeled in.

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4 Use stories and examples

The fourth step is to use stories and examples. Stories and examples are powerful tools that can make your value story more engaging, memorable, and persuasive. They can illustrate how your solution works in real-life scenarios, how it has helped other customers achieve their goals, and how it can make a difference for your customer. You need to use stories and examples that are relevant, specific, and credible, and that appeal to your customer's emotions and logic.

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5 Deliver your value story

The final step is to deliver your value story. This is where you communicate your value story to your customer in a way that captures their attention, interest, and desire. You need to use clear and simple language, avoid jargon and technical terms, and emphasize the benefits and outcomes rather than the features and functions. You also need to use effective verbal and non-verbal cues, such as tone, pace, volume, eye contact, gestures, and facial expressions, to convey confidence and enthusiasm.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Ahmed AbdelNasser

Human Resources Professional | Top Linked[in]fluencer | HR Excellence Award Winner | Sales & Marketing Guru | Customer Service Consultant | Business Coach | Human Resources Assistant at Amazon
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1-Define the top 3 values you want your story to include. Three things that you want to be known for. 2-Write them down. Put them on paper so you don’t forget. 3-Start to live them with focus and fervor. Start to collect the stories that show you in action. 4-Celebrate all the wins! Celebrate every value story. 5-Keep on inspiring..!!

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How do you tell your value story?

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3

4

5

6

1 Know your audience

2 Define your value proposition

3 Structure your value story

4 Use stories and examples

5 Deliver your value story

6 Here’s what else to consider

Sales

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How do you tell your value story?

1

2

3

4

5

6

1 Know your audience

2 Define your value proposition

3 Structure your value story

4 Use stories and examples

5 Deliver your value story

6 Here’s what else to consider

Sales

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