As a salesperson, your role is to create value for every prospect. How do you do it? Remember, your prospects don't care about the product you sell, they care about the outcome. The universal formula to create a value proposition is "WE HELP + KEY RESULTS (improve/reduce/save...) + BY HOW MUCH ( %, $, time...)". However, what will help you gain "the winning edge" is your focus on the future. Like in a time machine, your goal is to help your prospect image what his or her life will be with your solution. You can achieve this by using statements such as: "Imagine", "What if…", "Wouldn't it be great…" or just "if"? Below is an example of how you can use it to master value proposition.