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

ValueSelling OPC 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...

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 For Sponsor

This is a sample of the follow up note after a sales call. It builds over time to help create a mutual plan with the recipient. A Mutual Plan summarizes what was learned in the sales call and what has yet to be learned. It provides a confirmation of the understanding...