Explaining VAPs: Selling the Value That Matters to Them
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Explaining VAPs: Selling the Value That Matters to Them
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When buyers tell you what matters most, do you really use it?
In this episode, we explain Valued Added Propositions (VAPs) - how to take what your customer actually tells you and turn it into clear, relevant value that makes them feel heard.
Instead of reeling off features or trying to sound clever, it’s about showing you’ve listened and linking what you offer to what really matters to them.
You’ll learn how to extract the top three buying priorities with open questions, then turn them into simple “you told me/it does/which means” statements.
We also look at why VAPs work well beyond the pitch:
- In follow-up emails
- To handle objections
- In proposals
- When training your team to personalise value
All of our examples show why value that fits beats value that just sounds good. And because The Reality is Sales Training is all about bite-sized learning, the episode’s just 13 minutes – perfect for your next coffee break.
Leading a team? Share this one with them – it’s a great way to help people link what they sell to what customers care about.
Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.