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SMART Sales System Webinar Series – Week 2

SMART Sales System Webinar Series – Week 2

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15-Week Sales Training Webinar Series
Get your copy here https://www.amazon.com/dp/0578615762
Week 1: Introduction to SMART and Consultative Selling (Chapters 1 - 3)
Week 2: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 3: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 4: Managing the Sales Process (Chapter 16)
Week 5: Cold Calling (Chapter 17)
Week 6: Email Prospecting (Chapter 18)
Week 7: Voicemail Strategy (Chapter 19)
Week 8: Getting into New Accounts (Chapter 20)
Week 9: Dealing with Objections (Chapter 21)
Week 10: Getting Around Gatekeepers (Chapter 22)
Week 11: Qualifying the Prospect (Chapter 23)
Week 12: Closing (Chapter 24)
Week 13: Networking (Chapter 25)
Week 14: Prospecting on LinkedIn (Chapter 26)
Week 15: Improving Mental Strength (Chapter 27)
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
SMART Sales System Webinar Series – Week 2
Chapter 4 – Product
What We Mean by “Product”
• What you are ultimately trying to sell to the prospect
• Could be a physical product
• Could be a service
• Could be a grouping of products or services
• Could be a feature
• Could be an event
Brainstorm Your Products and Services
Brainstorm the Features of Your Products
Brainstorm Product Groupings and Packages
Pick a Product for Your Sales Message
Identify Your Differentiation
• Identify how your product differs form the competition
• Is your product easier to use, better quality, last longer, looks better, is cheaper, etc.
• Try to think of two or three ways if possible
Identify Any Company Bragging Points
• Years in business (been in business for 30 years)
• Number of customers (have worked with over 20,000 clients)
• Size of the company (we have over 10,000 recruiters on staff)
• Countries you operate in (we have offices in over 60 countries)
• Awards you have won (Capstone Innovation Award for the past two years)
• Significant accomplishments (have over 1,000 patents on file)
• Financial strength of your company (we have over $1 billion in cash reserves)
• Ownership details (woman-owned, veteran-own, private, publicly traded, etc.)
Chapter 5 – Target
Creating a Buyer Persona-Focused Message
• Tailored to the buyer that you are communicating with
• Benefits, pain points, and questions can change when you change the buyer
• Allows you to literally speak the buyer’s language
Brainstorming Target Buyer Types
Broad Target Buyer Types
• Businesses
• Small businesses
• Business owners
• Small business owners
• Executives
• People
• Individuals
Size
• Revenue between $1 million and $10 million
• Employee count between 1,000 and 10,000
• Small Businesses
• Multinational Corporations
Industry
• Construction companies
• Retail businesses
• Manufacturers
• Healthcare providers
• Government agencies (Local, State, Federal)
• Educational institutions
Department
• Finance
• IT
• Operations
• Human resources
• Sales
• Marketing
Title
• CXO’s
• VP’s
• Directors
• Managers
Sales Stage
• Cold suspects
• Referred prospects
• Inbound leads
• Qualified prospects
• Current customers
• Past customers
Creating Your Campaign Coordinates
SMART Sales System Webinar Series – Week 2
Crawl / Walk / Run
• Crawl – one sales message use for all products and all prospects
• Walk – create additional sales messages for individual products
• Run – create additional sales messages for different buyer types
Chapter 6 – Value
What Is Value
• The benefits or improvements that your customer has from using your product
• If a customer is likely to use the benefit
Technical Value
• Processes
• Systems
• People
Automate manual tasks
Make something work better
Decrease the amount of time or effort required to do something
Make something easier
Increase visibility or access to information
Improve communications or connectivity
Improve the performance of systems, processes, or people
Improve the reliability of systems, processes, or people
Business Value
• Revenue
• Costs
• Delivery of services
Improve revenue, market share, close rate, conversion rate,
profitability etc.
Decrease cost of goods sold, inventory costs, labor costs, etc.
Decrease risk
Improve decision-making
Decrease product delivery time
Improve the delivery of services
Improve product quality
Improve customer satisfaction
Increase customer retention
Personal Value
• Income
• Career
• Workload
Increase personal income, bonuses, commissions, etc.
Decrease personal expenses
Create opportunities for career advancement
Increase recognition for performance
Decrease workload
Decrease stress level
Increase level of happiness
Improve work/life balance
Improve personal relationships
SMART Sales System Webinar Series – Week 2
Product Target
Your Product
• Health and fitness club
Features
• Weights
• Exercise equipment
• Classes
• Pool
• Sauna
Value
The Target Buyer Type
• Individuals looking to get healthier
Potential Improvements
• Become healthier
• Decrease stress
• Feel better
• Become more confident
• Improve personal
relationships
• Decrease medical costs
• Transform one’s life
Technical Value Brainstorming Questions
Does [Your Product] help [Target Buyer Type] to:
• Improve any processes? How?
• Make anything work better? How?
• Make anything easier? How?
• Save time? How?
• Improve visibility or access to information? How?
• Improve communications or connectivity? How?
• Make anything more reliable? How?
• Reduce the effort, energy, or manpower needed to do something? How?
• Automate anything? How?
Business Value Brainstorming Questions
Does [Your Product] help [Target Buyer Type] to:
• Decrease costs? How?
• Increase revenue? How?
• Increase profitability? How?
• Improve decision-making? How?
• Decrease risk? How?
• Improve the quality their products or services? How?
• Improve customer satisfaction? How?
Personal Value Brainstorming Questions
Does [Your Product] help [Target Buyer Type] to:
• Increase personal income? How?
• Decrease personal expenses? How?
• Increase the potential for a promotion? How?
• Increase the potential for job performance recognition? How?
• Improve work/life balance? How?
• Decrease stress? How?
• Improve happiness? How?
• Be more comfortable? How?
• Improve job security? How?
• Improve the workplace atmosphere? How?
Chapter 7 – Pain
SMART Sales System Webinar Series – Week 2
Technical Pain
• Processes
• Systems
• People
Tasks are manual and time-consuming
Things are not working well
It takes a lot of time or effort to do something
Current processes are difficult
It is difficult to see what is going on and access information
Connectivity or communicating is difficult
Performance of systems, processes, or people is not what it
needs to be
Reliability of systems, processes, or people is not what it needs
to be
Business Pain
• Revenue
• Costs
• Delivery of Services
Difficult to find ways to increase revenue, market share,
profitability, etc.
Difficult to close sales and leads
Conversion rates are not what they need to be
Decision-making process is slow and not as good as it
needs to be
Difficult to decrease cost of goods sold, inventory costs,
labor costs, etc.
Long product delivery time
Poor product or service quality
Customer satisfaction is not what it needs to be
Customer retention is not what it needs to be
Personal Pain
• Income
• Career
• Work Environment
Not making enough income, bonuses, commissions, etc.
Lack of financial strength
Need to get promoted or advance career
Not getting enough recognition
Working too much or too much of a workload
Job is extremely stressful and chaotic
Not a good work/life balance
Not happy
Product Target Value
Potential Improvements
• Become healthier
• Decrease stress
• Feel better
• Become more confident
• Improve personal
relationships
• Decrease medical costs
• Transform one’s life
Pain
Potential Problems or Challenges
• Not as healthy as they should be
• A lot of stress in daily life
• Don’t feel well overall
• Don’t have self-confidence
• Wanting better personal relationships
• Spending too much on medical expenses
• Not happy and enjoying life
Chapter 8 – Pain Questions
SMART Sales System Webinar Series – Week 2
Latent Pain
State of Denial
Product Target Value Pain
Potential Problems or Challenges
• Not as healthy as they should be
• A lot of stress in daily life
• Don’t feel well overall
• Don’t have self-confidence
• Wanting better personal relationships
• Spending too much on medical expenses
• Not happy and enjoying life
Pain
Questions
Questions to Ask
• How important is it for you to lose weight or get
in better shape?
• How much of a priority is it for you to get
healthier or live a healthier lifestyle?
• How do you feel about your level of self-
confidence?
• On a scale from 1 to 10, how stressful do you
think your daily life is?
Try to Use Open-Ended Questions
• Try to avoid starting questions with “Do you have…”
Technical Pain: Trouble sleeping at night.
Pain Question: Do you have trouble sleeping at night?
“How Do You Feel about…” Questions
• How do you feel about the amount of time that it takes to train new salespeople?
• How concerned are you about the amount of time that it takes to train new
salespeople?
• How happy are you with the amount of time that it takes to train new salespeople?
“How Important Is It for You…” Questions
• How much of a priority is it for you to find new ways to increase your website
traffic?
• How important is it for you to find new ways to increase your website traffic?
“When Was the Last Time You…” Questions
• How often have you experienced errors in your invoices?
• When was the last time you analyzed your invoices for errors?
• How often do you reconcile your vendor invoices?
Yes/No Questions
• Do you currently have a system in place for error scanning?
• Have you ever had trouble synchronizing data across systems?
• Is your process for transferring sales data manual?
Don’t Be Too Invasive
• How do you feel about your ability to meet all of the different compliance
requirements?
• How concerned are you about getting fined for compliance issues?
• How important is it for you to improve your ability to stay compliant?
• How much of a priority is it for you to decrease having to pay fines for compliance
issues?
Chapter 9 – Name Drop
SMART Sales System Webinar Series – Week 2
Four Simple Questions to Answer
1. Name of a previous or current customer
2. Product or service they purchased
3. Initial or technical improvement
4. Ultimate or business improvement
Product Target Value Pain
Potential Improvements
• Become healthier
• Decrease stress
• Feel better
• Become more confident
• Improve personal relationships
• Decrease medical costs
• Transform one’s life
Pain
Questions
Example to Share
• We worked with a 35-year old man that was about
30 pounds overweight.
• We provided him with a membership, personal
trainer, and nutrition counseling.
• This helped him to successfully adopt a workout
routine and a healthier diet.
• After only 6 months, he lost 30 pounds and felt
better both physically and mentally. This helped
him not only improve his performance at work, he
also ended up finding a new romantic relationship.
Name Drop
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Week 1: Introduction to SMART and Consultative Selling (Chapters 1 - 3)
Week 2: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 3: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 4: Managing the Sales Process (Chapter 16)
Week 5: Cold Calling (Chapter 17)
Week 6: Email Prospecting (Chapter 18)
Week 7: Voicemail Strategy (Chapter 19)
Week 8: Getting into New Accounts (Chapter 20)
Week 9: Dealing with Objections (Chapter 21)
Week 10: Getting Around Gatekeepers (Chapter 22)
Week 11: Qualifying the Prospect (Chapter 23)
Week 12: Closing (Chapter 24)
Week 13: Networking (Chapter 25)
Week 14: Prospecting on LinkedIn (Chapter 26)
Week 15: Improving Mental Strength (Chapter 27)
Please
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Thank You!!!
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@Michael_halper
@salesscripter

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SMART Sales System Webinar Series – Week 2

  • 1. 15-Week Sales Training Webinar Series
  • 2. Get your copy here https://www.amazon.com/dp/0578615762
  • 3. Week 1: Introduction to SMART and Consultative Selling (Chapters 1 - 3) Week 2: Building Your Consultative Sales Message (Chapters 4 - 9) Week 3: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Week 4: Managing the Sales Process (Chapter 16) Week 5: Cold Calling (Chapter 17) Week 6: Email Prospecting (Chapter 18) Week 7: Voicemail Strategy (Chapter 19) Week 8: Getting into New Accounts (Chapter 20) Week 9: Dealing with Objections (Chapter 21) Week 10: Getting Around Gatekeepers (Chapter 22) Week 11: Qualifying the Prospect (Chapter 23) Week 12: Closing (Chapter 24) Week 13: Networking (Chapter 25) Week 14: Prospecting on LinkedIn (Chapter 26) Week 15: Improving Mental Strength (Chapter 27)
  • 4. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 6. Chapter 4 – Product
  • 7. What We Mean by “Product” • What you are ultimately trying to sell to the prospect • Could be a physical product • Could be a service • Could be a grouping of products or services • Could be a feature • Could be an event
  • 9. Brainstorm the Features of Your Products
  • 11. Pick a Product for Your Sales Message
  • 12. Identify Your Differentiation • Identify how your product differs form the competition • Is your product easier to use, better quality, last longer, looks better, is cheaper, etc. • Try to think of two or three ways if possible
  • 13. Identify Any Company Bragging Points • Years in business (been in business for 30 years) • Number of customers (have worked with over 20,000 clients) • Size of the company (we have over 10,000 recruiters on staff) • Countries you operate in (we have offices in over 60 countries) • Awards you have won (Capstone Innovation Award for the past two years) • Significant accomplishments (have over 1,000 patents on file) • Financial strength of your company (we have over $1 billion in cash reserves) • Ownership details (woman-owned, veteran-own, private, publicly traded, etc.)
  • 14. Chapter 5 – Target
  • 15. Creating a Buyer Persona-Focused Message • Tailored to the buyer that you are communicating with • Benefits, pain points, and questions can change when you change the buyer • Allows you to literally speak the buyer’s language
  • 17. Broad Target Buyer Types • Businesses • Small businesses • Business owners • Small business owners • Executives • People • Individuals
  • 18. Size • Revenue between $1 million and $10 million • Employee count between 1,000 and 10,000 • Small Businesses • Multinational Corporations
  • 19. Industry • Construction companies • Retail businesses • Manufacturers • Healthcare providers • Government agencies (Local, State, Federal) • Educational institutions
  • 20. Department • Finance • IT • Operations • Human resources • Sales • Marketing
  • 21. Title • CXO’s • VP’s • Directors • Managers
  • 22. Sales Stage • Cold suspects • Referred prospects • Inbound leads • Qualified prospects • Current customers • Past customers
  • 23. Creating Your Campaign Coordinates
  • 25. Crawl / Walk / Run • Crawl – one sales message use for all products and all prospects • Walk – create additional sales messages for individual products • Run – create additional sales messages for different buyer types
  • 26. Chapter 6 – Value
  • 27. What Is Value • The benefits or improvements that your customer has from using your product • If a customer is likely to use the benefit
  • 28. Technical Value • Processes • Systems • People Automate manual tasks Make something work better Decrease the amount of time or effort required to do something Make something easier Increase visibility or access to information Improve communications or connectivity Improve the performance of systems, processes, or people Improve the reliability of systems, processes, or people Business Value • Revenue • Costs • Delivery of services Improve revenue, market share, close rate, conversion rate, profitability etc. Decrease cost of goods sold, inventory costs, labor costs, etc. Decrease risk Improve decision-making Decrease product delivery time Improve the delivery of services Improve product quality Improve customer satisfaction Increase customer retention Personal Value • Income • Career • Workload Increase personal income, bonuses, commissions, etc. Decrease personal expenses Create opportunities for career advancement Increase recognition for performance Decrease workload Decrease stress level Increase level of happiness Improve work/life balance Improve personal relationships
  • 30. Product Target Your Product • Health and fitness club Features • Weights • Exercise equipment • Classes • Pool • Sauna Value The Target Buyer Type • Individuals looking to get healthier Potential Improvements • Become healthier • Decrease stress • Feel better • Become more confident • Improve personal relationships • Decrease medical costs • Transform one’s life
  • 31. Technical Value Brainstorming Questions Does [Your Product] help [Target Buyer Type] to: • Improve any processes? How? • Make anything work better? How? • Make anything easier? How? • Save time? How? • Improve visibility or access to information? How? • Improve communications or connectivity? How? • Make anything more reliable? How? • Reduce the effort, energy, or manpower needed to do something? How? • Automate anything? How?
  • 32. Business Value Brainstorming Questions Does [Your Product] help [Target Buyer Type] to: • Decrease costs? How? • Increase revenue? How? • Increase profitability? How? • Improve decision-making? How? • Decrease risk? How? • Improve the quality their products or services? How? • Improve customer satisfaction? How?
  • 33. Personal Value Brainstorming Questions Does [Your Product] help [Target Buyer Type] to: • Increase personal income? How? • Decrease personal expenses? How? • Increase the potential for a promotion? How? • Increase the potential for job performance recognition? How? • Improve work/life balance? How? • Decrease stress? How? • Improve happiness? How? • Be more comfortable? How? • Improve job security? How? • Improve the workplace atmosphere? How?
  • 36. Technical Pain • Processes • Systems • People Tasks are manual and time-consuming Things are not working well It takes a lot of time or effort to do something Current processes are difficult It is difficult to see what is going on and access information Connectivity or communicating is difficult Performance of systems, processes, or people is not what it needs to be Reliability of systems, processes, or people is not what it needs to be Business Pain • Revenue • Costs • Delivery of Services Difficult to find ways to increase revenue, market share, profitability, etc. Difficult to close sales and leads Conversion rates are not what they need to be Decision-making process is slow and not as good as it needs to be Difficult to decrease cost of goods sold, inventory costs, labor costs, etc. Long product delivery time Poor product or service quality Customer satisfaction is not what it needs to be Customer retention is not what it needs to be Personal Pain • Income • Career • Work Environment Not making enough income, bonuses, commissions, etc. Lack of financial strength Need to get promoted or advance career Not getting enough recognition Working too much or too much of a workload Job is extremely stressful and chaotic Not a good work/life balance Not happy
  • 37. Product Target Value Potential Improvements • Become healthier • Decrease stress • Feel better • Become more confident • Improve personal relationships • Decrease medical costs • Transform one’s life Pain Potential Problems or Challenges • Not as healthy as they should be • A lot of stress in daily life • Don’t feel well overall • Don’t have self-confidence • Wanting better personal relationships • Spending too much on medical expenses • Not happy and enjoying life
  • 38. Chapter 8 – Pain Questions
  • 42. Product Target Value Pain Potential Problems or Challenges • Not as healthy as they should be • A lot of stress in daily life • Don’t feel well overall • Don’t have self-confidence • Wanting better personal relationships • Spending too much on medical expenses • Not happy and enjoying life Pain Questions Questions to Ask • How important is it for you to lose weight or get in better shape? • How much of a priority is it for you to get healthier or live a healthier lifestyle? • How do you feel about your level of self- confidence? • On a scale from 1 to 10, how stressful do you think your daily life is?
  • 43. Try to Use Open-Ended Questions • Try to avoid starting questions with “Do you have…” Technical Pain: Trouble sleeping at night. Pain Question: Do you have trouble sleeping at night?
  • 44. “How Do You Feel about…” Questions • How do you feel about the amount of time that it takes to train new salespeople? • How concerned are you about the amount of time that it takes to train new salespeople? • How happy are you with the amount of time that it takes to train new salespeople?
  • 45. “How Important Is It for You…” Questions • How much of a priority is it for you to find new ways to increase your website traffic? • How important is it for you to find new ways to increase your website traffic?
  • 46. “When Was the Last Time You…” Questions • How often have you experienced errors in your invoices? • When was the last time you analyzed your invoices for errors? • How often do you reconcile your vendor invoices?
  • 47. Yes/No Questions • Do you currently have a system in place for error scanning? • Have you ever had trouble synchronizing data across systems? • Is your process for transferring sales data manual?
  • 48. Don’t Be Too Invasive • How do you feel about your ability to meet all of the different compliance requirements? • How concerned are you about getting fined for compliance issues? • How important is it for you to improve your ability to stay compliant? • How much of a priority is it for you to decrease having to pay fines for compliance issues?
  • 49. Chapter 9 – Name Drop
  • 51. Four Simple Questions to Answer 1. Name of a previous or current customer 2. Product or service they purchased 3. Initial or technical improvement 4. Ultimate or business improvement
  • 52. Product Target Value Pain Potential Improvements • Become healthier • Decrease stress • Feel better • Become more confident • Improve personal relationships • Decrease medical costs • Transform one’s life Pain Questions Example to Share • We worked with a 35-year old man that was about 30 pounds overweight. • We provided him with a membership, personal trainer, and nutrition counseling. • This helped him to successfully adopt a workout routine and a healthier diet. • After only 6 months, he lost 30 pounds and felt better both physically and mentally. This helped him not only improve his performance at work, he also ended up finding a new romantic relationship. Name Drop
  • 53. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 54. Week 1: Introduction to SMART and Consultative Selling (Chapters 1 - 3) Week 2: Building Your Consultative Sales Message (Chapters 4 - 9) Week 3: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Week 4: Managing the Sales Process (Chapter 16) Week 5: Cold Calling (Chapter 17) Week 6: Email Prospecting (Chapter 18) Week 7: Voicemail Strategy (Chapter 19) Week 8: Getting into New Accounts (Chapter 20) Week 9: Dealing with Objections (Chapter 21) Week 10: Getting Around Gatekeepers (Chapter 22) Week 11: Qualifying the Prospect (Chapter 23) Week 12: Closing (Chapter 24) Week 13: Networking (Chapter 25) Week 14: Prospecting on LinkedIn (Chapter 26) Week 15: Improving Mental Strength (Chapter 27)
  • 56. SMART Sales System Sales Methodology Software Platform Professional Services
  • 57. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
  • 58. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  • 59. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @Michael_halper @salesscripter

Editor's Notes

  1. The value that we deliver can typically impact our clients on three different levels. At the lowest level, we offer technical value. These are the benefits and improvements that we can deliver that make things work better and are realized in the areas of processes, systems, and people. Examples are helping a business to save time, automate certain tasks, improve performance, improve reliability, etc. As a business begins to realize value at the technical level, those benefits will trickle up and be realized at the business level and be seen as a decrease in costs, increase in revenue, or decrease in risk. For example, if manual processes are able to be automated, that will lead to a decrease in the labor that is needed and as a result, there could be a decrease labor costs and this is an example of realizing business value. When we help clients to realize business value, that can also continue to trickle up to impact the clients on a personal level and be realized in the form of recognition, compensation, decreased work load, etc. For example, if processes are automated and that decreases costs, that could lead to a promotion for the person that is responsible for that area. Or they could get an extra bonus for the year. Or maybe it means that they no longer have to work over the weekend and are able to spend more time with their family and this is realizing personal value. So when your clients consume your products and services, they are likely going to realize some sort of value and benefits in these three areas.
  2. Now let’s dig a little deeper into what pain can look like. There are actually three levels of pain. At the lowest level, you have technical pain. This is when things are technically not working well or could be better, and can be often found at the areas of systems, processes, or people. When pain is experienced at the technical level, that will usually trickle up and cause pain at the business level. This is where a prospect begins to feel negative impacts in the areas of revenue, costs, and the delivery of services. The pain does not stop their as it can continue on work its way up to impact your prospects at a personal level. This is when the technical and business pain starts to impact the individuals in areas like workload, compensation, job security, career growth, and even spill over into their personal life as well.