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Paint-the-Picture®Refine your Sales ProcessSRi, Sales Workshop on:
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 experiencing the loss of 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: Specificity – 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
Your Company’s Business Pains
Add business pains here
Your Company’s Business Pain Activity
What are the top 5 business pains 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 them in the appropriate quadrant (I-IV)
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 Benefits
Add business benefits here
Your Company’s Business Benefit Activity
What are the top 5 business benefits we can 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)
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 bold claims and value propositions here
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
1. Add sample elevator pitches here
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