by The Visualize Team | Jul 29, 2016
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... by The Visualize Team | Jul 29, 2016
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... by The Visualize Team | Jul 29, 2016
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... by The Visualize Team | Jul 29, 2016
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 version is a locked PDF and it does not include the definitions for each component. This resource... by The Visualize Team | Jul 29, 2016
This PDF has editable text boxes for the ValuePrompter and is in portrait orientation and is great for prepping for sales calls and using during your call. This version has no questions or lead-ins. This resource is password protected. The required password and... by The Visualize Team | Jul 29, 2016
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... by The Visualize Team | Jul 29, 2016
This is a sample of the follow up letter after a sales call. It builds over time to help create a mutual plan with the recipient. A Mutual Plan Letter summarizes what was learned in the sales call and what has yet to be learned. It provides a confirmation of the... by The Visualize Team | Jul 29, 2016
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... by The Visualize Team | Jul 29, 2016
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,... by The Visualize Team | Jul 29, 2016
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... 