Resource Library

(Post Workshop Password Required)
Get access to the ValueSelling templates and all other tools needed to consistently and successfully uncover and leverage value. In order to download the resources, you will be asked to enter the password provided to you post workshop. If you have technical issues or did not receive a password, please request a new password.
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ValuePrompter® with Definitions – Spanish 13 downloads May 8, 2020

A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version includes the definitions for each component and is in Spanish. This...
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ValuePrompter Blank 16x9 PowerPoint 125 downloads February 22, 2021

A ValuePrompter® is a tool to help you to plan your sales calls and prompt your questioning process. Each section relates to a component of the ValueSelling process. This PowerPoint version is sized to the 16x9 widescreen format. This resource is password protected. The required password and instructions...
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ValuePrompter® + Credibility Intro & Prep 641 downloads May 8, 2020

This document combines a credibility introduction and preparation guidance in a ValuePrompter to help during discovery calls. Credibility Introductions should articulate for the referenced customer the Business Issue (similar to your current contact), the problems you helped solve that stood in the way...
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ValuePrompter® Battlecard with Expandable Text Boxes 195 downloads January 18, 2022

The ValuePrompter battlecard is prefilled with information to provide key content in helping sell and engage in a meaningful conversation with the target buyer. This Word version is in landscape orientation and utilizes expanding text boxes that automatically resize as you enter content. This resource...
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SMART Goals Worksheet 2578 downloads December 9, 2020

Use this worksheet to help develop goals that are Specific, Measurable, Activity-Based, Realistic, and Timely. Applying the SMART goal setting principles greatly increases your likelihood for success. ...
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Wins Input Template 149 downloads May 8, 2020

This tool allows you to track wins so that others can learn from your successes. It is based on the ValuePrompter and ensures teams are sharing and reviewing the key ingredients to help in positioning with new prospects but also leverage in replication. This resource is password protected. The required...
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Visualize Value Practice Checklist 205 downloads December 15, 2020

The Value practice exercise check list helps you to build your ValueSelling conversation. This provides a reminder and check list of all the elements and question types that should be asked in a sales conversation from the Business Issue to problems to solutions to value. This resource is password protected....
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Visualize Power Practice Checklist 237 downloads February 22, 2021

This checklist shows how to conduct a value based sales call and how to execute a challenger sales call. It starts with the credibility introduction or provocation and then leads into the business issue, problems, solution, value, power and plan. This is a checklist to help you gain credibility and effectively...
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ValueSelling Terms 187 downloads May 8, 2020

This is a glossary of commonly used terms in the ValueSelling methodology. This resource is password protected. The required password and instructions for download can be found here. Please note that this link will only work once you have joined the Alumni Group. ...
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ValueSelling OPC Questioning Guidance 218 downloads February 22, 2021

This PDF provides example Open, Probe, and Confirm questions for each component of the ValuePrompter®. It can be used as a guide when drafting your own OPCs questions. Remember we need to be problem experts first, not solution experts. This resource is password protected. The required password and instructions...