Improve Your Credibility to Increase Your Odds C O M P L I M E N T A R Y W E B I N A R This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. 17 March 2016 | Julie Thoma
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Improve Your Credibility to Increase Your Odds
C O M P L I M E N T A R Y W E B I N A R
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
The 30-Second Credibility Introduction:“My name is Julie Thomas, President and CEO of ValueSelling Associates and we specialize in accelerating business results, my phone is 858 759 7954.
I'd like to discuss how our unique single page roadmap toolset enabled with purposeful probing questions helped XYZ company accelerate sales by reducing their stalled sales 30%, while also growing their qualified pipeline 3X within one year.
I will follow up with an email to schedule time with you. Thank you in advance for your time.”
Hello, Don, I’m Julie Thomas, a partner with ValueSelling. Good to meet you and thank you for your time today.
I’d like to spend the majority of our time today learning more about your business, your initiatives and what gets in the way of accomplishing them. But before we do that, how much do you know about ValueSelling? Let me take just a minute to tell you what we’ve done for other companies in the industry…
We’re in the business of helping companies methodically accelerate their business by shortening sales cycles and improving margins.
2 minute Credibility Introduction - First meetingMore specifically, these results come from leveraging our unique single page probing question based roadmap toolset which enables the sales and marketing teams to work smarter and speed up their efficiency by at least 30%.
I already mentioned that XYZ Company reduced their stalled sales 30% while also growing their pipeline 3X within the first year. ABC Company leveraged ValueSelling to launch their enterprise business and realized a 23% attach rate within the first six months.
I’d like to better understand if we have a similar opportunity for improvement here at your company. So could you tell me a little more about the company’s goals for 2013 and what you personally have to do to contribute to this?....or what stands in the way of you contributing to these goals...or what you’re expected to do to contribute to these goals?
Who you are and what you do?
That you solved a business challenge for an organization similar to mine
What was unique about how you solved it?
What value (financial impact) did they receive from it?