ValueSelling Key Components

This two page handout provides a quick summary of the key components in ValueSelling. The ValuePrompter linked to the Mutual Plan letter and Qualified Prospect Formula. It provides the quick form deal assessment for qualification and the Business Issue clarification....

Using a ValuePrompter® for Driving Sales

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...

Sample Plan Letter

A plan letter is a simple but always evolving letter after each call which confirms your understanding with the prospect. This is not an implementation plan but it should start after the first call. It should summarize your meeting and your understanding of their...

Personal Activity Planner

The Personal Activity Planner is a tool that helps to answer how many calls per month you need to make in order to hit your target income. You can utilize this tool for personal goal setting.

Opportunity Assessment Guide – Forecasting Guide

The Opportunity Assessment Guide analyzes the four key components of an opportunity to determine the likelihood that the customer will invest in your solution. This is the qualification of the Value Prompter for the key players in your opportunity. If one component is...