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. Please note that this link will only work once you have joined the Alumni...

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...

ValuePrompter® Blank with no Definitions

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...

Targeted A.I.M. Letter

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...

Sample Mutual Plan Sponsor Letter

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...

Request For Proposal (RFP) Response Letter

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,...

Credibility Introduction – Value Stories

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...