- Can they buy? Will they buy? Should they buy? When will they buy?
- Developing tools for improved dialogue management skills
- Defining a process for developing key probing questions to purposefully seat competitive differentiators
“I was introduced to value selling framework about 15 years ago by Scott Anschuetz when I worked at a company called Citrix Online. I continue to follow this methodology today to help me facilitate and manage the dialogue of a complex sale. Over the years, one of the most valuable tools that I’ve been able to use from the ValueSelling Framework is something that they call the Qualified Prospect Formula. This consists of four things: VisionMatch, Value, Power and Plan, and when you have those four elements, you’re on your way to closing. It’s helped me with my pipeline development, it’s greatly helped me with my closure rate and it’s also helped me with my forecasting ability.