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.
Icon

Marketing ValuePrompter Reference Story Template Portrait 147 downloads September 22, 2022

Marketing's one page template to provide sales with key reference data to assist in building credibility and motivation for a solution to a target buyer. Elements include: Ideal Customer Profile, Power, Business Issues, Customer References, A.I.M. - Anxiety, Influence and Motivation. This resource...
Icon

Targeted A.I.M. Letter 127 downloads September 22, 2022

This is a simple word document template to demonstrate how to leverage key elements of an A.I.M. (Anxiety, Influence, and Motivation) letter to get a response from a prospect. This is to encourage multiple factors to get a prospect to respond to your writing communication. This resource is password protected....
Icon

Sample Mutual Plan For Sponsor 225 downloads September 22, 2022

This is a sample of the follow up note after a sales call. It builds over time to help create a mutual plan with the recipient. A Mutual Plan summarizes what was learned in the sales call and what has yet to be learned. It provides a confirmation of the understanding and provides the seller a way to...
Icon

Sales Call Ready Pad – With Open Probe Close Suggestions 185 downloads September 22, 2022

This portrait oriented document can be used in a sales call with your client. 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 PDF version contains the Open Probe and Confirmation...
Icon

Sales Call Ready Pad - No Open Probe Close Suggestions 93 downloads September 22, 2022

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 has both a blank ValuePrompter and one with definitions. This version does not contain the Open Probe and Confirmation suggestions...
Icon

Request For Proposal (RFP) Response Letter 116 downloads September 22, 2022

Blind RFPs are a colossal waste of time as the odds of wining are so very low. Most teams would be better if they did not respond at all to the RFP as they will save the time associated with preparing a response. This letter is an opportunity to respond to the RFP, but in doing so get access to the key...
Icon

Credibility Introduction - Value Stories 290 downloads September 22, 2022

To establish credibility a seller on the phone or in person has less than 2 minutes. In those first two minutes the key is to ensure you demonstrate how you have helped a similar title in a similar company achieve success. This leverages the ValuePrompter as a template to outline the elements. To be...
Icon

Qualification - Short Assessment 224 downloads September 22, 2022

The Qualified Prospect Formula is a tool in ValueSelling we use to qualify an opportunity at any stage. The variables in the QP Formula are linked to the ValuePrompter. This form provides the short form assessment providing a quick 6 question assessment of the opportunity. This resource is password protected....
Icon

Product Launch - SKO Deck - Education for the Content Creator 126 downloads September 22, 2022

This deck provides guidance for training sales teams on a new solution or talking points. How often do Sales Kick Off presentations wonder into solution geek speak? We need to provide the important elements for sales, sales engineers and product specialists to go and successfully understand positioning...
Icon

Opportunity Assessment Short Form with Manager Guidance 175 downloads September 22, 2022

The Opportunity Assessment Guide analyzes the four key components of the Qualified Prospect Formula for an opportunity to determine the likelihood your opportunity is qualified. Remember each element in the QP Formula is linked to the ValuePrompter and if one component is determined to be lacking or...