What do you think the difference is between a value proposition and a selling proposition? Or do you even think there is a difference?
I think the concept of a unique selling proposition (USP) is more or less out of favor these days, as people realize that it's value buyers want. But while the language of USP has been retired, I find that the concept of value proposition is harder to articulate than most people think.
Value is about outcomes, results or benefits that the buyer receives. As soon as you talk about inputs--your systems, your methodologies, your products or your services-- you've changed the conversation from outcomes to inputs. More emphatically, you've changed the focus from the buyer to the seller (you).
In it's simplest form, a value proposition sounds like this: You (the buyer) will enjoy X,Y,Z benefits. If X,Y,Z benefits are meaningful to the buyer, you should have a sale assuming the cost is equitable for the outcomes.
As soon as you talk about the details of what you'll do to help them attain these outcomes you've articulated a selling proposition. This leads to price sensitivity, comparison with the competiton and a general lessening of the excitement. So don't do it!
What's your value proposition? Share it in our comment box.