{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Why Should Customers Choose You?","description":"  Why should a customer choose you over your competitors?   If the answer is \u201cbecause we\u2019re innovative, experienced and provide great service\u201d\u2026 there\u2019s a good chance your competitors are saying exactly the same thing.   In this episode of the Sales Today podcast, Fred Copestake is joined by John Ravaris, author of Define Value, Drive Growth and founder of UVP Solutions, to explore what really makes a Unique Value Proposition unique.   They discuss why being different isn\u2019t enough - your difference has to matter to the customer - and how businesses can connect their strengths with the problems customers need solving and the success they want to achieve.   In this episode:    Why most value propositions aren't particularly unique   The difference between being different and being meaningfully different   Why customer discovery is essential   How to connect your strengths to customer pain and success   Why you shouldn't tell every customer everything you do   John's Discover, Develop, Deploy and Delight approach   Why your UVP should initially be written in pencil   Turning happy customers into advocates   Why sales, marketing and customer-facing teams need to tell the same story    The big question to ask yourself?   Why should customers choose you?   And if your answer could just as easily describe three of your competitors, it might be time to rethink it.   Listen now to Why Should Customers Choose You?   About John Ravaris   John is the founder of UVP Solutions and author of Define Value, Drive Growth, a practical guide to creating unique value propositions and using them to enable business growth   Connect with John   LinkedIn:  https:\/\/www.linkedin.com\/in\/john-ravaris  Website:  https:\/\/uvpsolutions.com   Get John\u2019s Book:&amp;nbsp; https:\/\/amzn.eu\/d\/0e8FDb38   &amp;nbsp;   Follow Fred:  https:\/\/linktr.ee\/fredcopestake   &amp;nbsp;   Watch this episode on YouTube:  &amp;nbsp;https:\/\/youtu.be\/Y024Lz_Li3M   &amp;nbsp;   More from Fred   Take the free Collaborative Selling Scorecard to see how your sales approach suits today's selling environment.  https:\/\/collaborativeselling.scoreapp.com\/   &amp;nbsp;   Watch Fred\u2019s FREE YouTube Course: Sales Mastery for Engineers:  https:\/\/bit.ly\/Sales-Mastery-For-Engineers ","author_name":"Sales Today","author_url":"http:\/\/throughpartnering.libsyn.com\/website","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/42476380\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/205206250"}