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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Negotiation Prompter 184 downloads February 23, 2021

The Negotiation Prompter is designed to help you prepare for negotiation with a prospect, reminding you to focus on more than price and consider your potential trade off and strategy. This resource is password protected. The required password and instructions for download can be found here. Please note...
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Mutual Plan Checklist 298 downloads July 6, 2022

This two page checklist will help sales and sales managers identify strengths and areas of weakness in the quality of the mutual plan with a prospect. This resource is password protected. The required password and instructions for download can be found here. Please note that this link will only work...
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Demo POC Process Leveraging ValueSelling 211 downloads August 30, 2021

This PDF file gives guidance on how to improve a demo or Proof of Concept (POC) success. 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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Business Issue and Mutual Plan Checklist 466 downloads July 6, 2022

This double sided document provides a checklist of items to help validate your Business Issue and draft your Mutual Plan. 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...
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Visualize’s ValueSelling Value Discovery Validation Template 640 downloads May 8, 2020

A template you can use to break apart the ValuePrompter into your coach/sponsor deck. This can be used to confirm your understanding after the first discovery call, solidify any needed changes throughout the engagement lifecycle and leverage with your coach and champion prior to reviewing a final proposal...
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Visualize ValueSelling Skills Assessment 118 downloads May 8, 2020

The Visualize ValueSelling Skills Assessment is a tool to help managers and salespeople assess performance on uncovering the various elements in the ValuePrompter and the Qualified Prospect formula, most specifically related to the questions being asked. Remember in sales its not what you say, but what...
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Visualize Proposal Template 157 downloads January 18, 2022

A sample proposal template which links to the ValuePrompter and ValueSelling process. A solid proposal for a senior executive should link to their Business Issues, Problems, Solutions, Value, Power and Plan. Said in their terms, their #1 priority, the challenges, the solution, business impact, key players/resources...
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ValueSelling Key Components 346 downloads July 6, 2022

This two page handout provides a quick summary of the key components in ValueSelling. The ValuePrompter linked to the Mutual Plan and Qualified Prospect Formula. It provides the quick form deal assessment for qualification and the Business Issue clarification. This resource is password protected. The...
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Using a ValuePrompter® for Driving Sales 164 downloads July 9, 2021

This extended version of the ValuePrompter® provides a template on how to extend the probing questions for a given product or solution. It provides some example questions to assist is setting up true differentiation. This resource is password protected. The required password and instructions for download...
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Simple Pre-Proposal Review / Coaches Deck with Multiple B.I. 208 downloads May 8, 2020

This is a coaches deck or pre-proposal review which you should provide to your coach or key player in your campaign. It should help provide your coach or champion a tool they can use to sell internally for you. You should create this content from your ValuePrompter and put it into your prospect or customers's...