Paint-the-Picture®

Refine your Sales ProcessSRi, Sales Workshop on: Business Pains, Business Benefits, Bold Claims, Value Propositions, and Elevator Pitches

Goals of Paint-the-Picture® Establish yourself as an expert

Know what you’re selling- Up & down Must be able to add value in front of the

customer Answer questions, set-up questions to

lead prospect down the right path Grab attention- Plant the seed and call

for action Inform the prospect of a

pain/product/solution they didn't know

existed Offer promise of business value Goal: Get a meeting, create an opportunity and close to the next step Your credibility is won or lost very quickly here

Can you compellingly paint the picture of your product/solution within 20

seconds or less to prompt the prospect to act?

Business Pains, Benefits, Bold Claims & Value Propositions

What Are Business Pains?

Prospect is losing time, status, risk or money

High-level

Use this pain to get your foot in the door with the prospect

Tactical

Individualize the pain for the prospect and further their interest in finding a solution

Examples of a business pain: Money & opportunity costs

Poor functionality of current solution

Reduced efficiency or productivity

Business Pains, Benefits, Bold Claims & Value Propositions

What Are Business Benefits?

Prospect is gaining time, status, risk or money

High-level Overview of basic business benefits that most decision

makers can relate to further the sale and buy time and interest from the prospect

Tactical benefits Resonate with client because they are individualized

and customized

Example of benefits: Reduced costs

Improved functionality of solution

Business Pains, Benefits, Bold Claims & Value Propositions

What Are Bold Claims and Value Props?

Bold claims should contain one or more of the following elements: Specific– Lists specific pains relieved by specific benefits

Quantifiable – Includes a metric (i.e. Time Savings)

Client Success Reference – Identifies the credibility of the statement

A Differentiator – Explains why your company is unique from its competitors

Value props should consider the following elements: Market – Which market is the value prop created for?

Experience – What the does the market care about most?

Offering – Which products/services are being offered?

Benefits – How will the market gain from the product/service?

Differentiation – What alternatives does the market have to the product/service?

Proof – What evidence can you provide for credibility of your value prop?

Customer Business Pain Activity:

What are the top 5 business pains our prospects face that we can get the most market share, most revenue, and most leverage from?

Mark these 1-5, 1 being the strongest business pain to resonate with your prospect

What are the weakest 3 business pains that don’t really resonate with the prospect?

Mark these A-C, A being the weakest pain that doesn’t resonate with your prospect

Put all 5 in the appropriate quadrants (I-IV)

Business Pains You Hear From Customers:

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The SRi Quadrant: Your Company’s Business Pain:

Need to Have/Niche

Bus

ines

s Im

pact

Must Have/Spot on

No Way Nice to Have/Needs Work

Market Appeal

Your Company’s Business Benefit Activity

What are the top 5 business benefits we can

provide prospects to get the most market share,

most revenue, and most leverage from?

Mark these 1-5, 1 being the strongest benefit to resonate

with the prospect

For each business benefit, state who in the

decision hierarchy would benefit most.

Put them in the appropriate quadrant (I-IV)

Your Company’s Business Benefits

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The SRi Quadrant: Your Company’s Business Benefits

Need to Have/Niche

Bus

ines

s Im

pact

Must Have/Spot on

No Way Nice to Have/Needs Work

Market Appeal

Your Company’s Bold Claims & Value Propositions Add 3 Bold Claims

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Add 3 Value Propositions

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Elevator Pitches

What is an Elevator Pitch?

An elevator pitch is a prepared communication

tool used to quickly provide a decision maker with

a compelling case for why your services add

enough value that the decision maker will want to

learn more

An effective elevator pitch should be brief,

understandable, credible, persuasive and relevant

If it can be backed up with convincing metrics, the

elevator pitch is even more effective

Why we use Elevator Pitches

To make a bold claim that differentiates your company from your competitors

To better aim your targeted pitch to a specific audience

To demonstrate that your company understands the decision maker’s needs

Sample Elevator Pitches for Your Company

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