Opportunity Assessment Tool

The Opportunity Assessment tool 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...

ValuePrompter® + Credibility Intro & Prep

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...

SMART Goals Worksheet

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.

Questioning Guidance

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...

Visualize Value Practice Checklist

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...

Visualize Power Practice Checklist

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...

ValueSelling Terms

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.

ValuePrompter® Questions Guidance

This PowerPoint file gives guidance on how to ask questions in each area of the ValuePrompter. It includes a few was to ask for the Business Issue and how to ask problem questions such as Open, Probe and Confirm, etc. This resource is password protected. The required...

ValuePrompter® Possible Misses

This document shows aspects of the ValuePrompter® that are often missed or incomplete. For example, a Business Issue that is missing metrics or a time bound aspect. The document often includes guidance for each aspect. For example, how the solution listing may have...