The beauty is in the eyes of the beholder.

Pretty much like the beauty, the Value Proposition of a product or service in the business is always perceived by the recipient. Hence you can barely calculate the value proposition.

The value proposition is a clear statement on your product or service is likely to make an impact in the business (or life) of the buyer. So it has much to do with the outcome or a result that is realized at the buyer’s end by making use of your product or availing your services or implementing the solution. Hence, in our Business Critical Skills Workshops, I always emphasis on educating the participants on creating “compelling value proposition” statements either about their offering or organization in general.

Creating a Compelling Value Proposition Statement

Focus on these three aspects of your prospect (customer)

1. Business Driver - A business driver is related to an important objective that your prospects are measured on; such as their profitability, Turnaround Time, COGS, Productivity, Quality, Costs, etc. This is a limited list and a smart salesperson should invest time on researching about their top three or five Business Drivers
2. Movement - People only change if a new option is better than the status quo and can positively impact their key business drivers and their life. The word movement is like anything that is in action (like a verb) such as Eliminate (e.g. Deficiency), Improve (e.g. Quality), Raise (e.g. Yield), Reduce (e.g. Waste), Overcome (e.g. Difficult steps), Ease (e.g. Operations), Save (e.g. Energy), and so on.
3. Metrics - Numbers have a significant and lasting impact. Try calculating how your offerings to your prospect can have an impact on their numbers in terms of $Value, Time, Speed to Market, etc.

This article is derived from my answer to one of the questions on Quora.

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