Improve Your Credibility to Increase Your Odds
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Transcript of Improve Your Credibility to Increase Your Odds
Improve Your Credibility to Increase Your Odds
C O M P L I M E N T A R Y W E B I N A R
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
17 March 2016 | Julie Thomas
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© 2016 ValueSelling Associates, Inc. All rights reserved.
Credibility - (noun) believability, reliability, plausibility, trustworthiness
© 2016 ValueSelling Associates, Inc. All rights reserved.
Only one chance to make
a good first impression
The more senior the person
= the less time you have
30 sec to gain a senior decision maker’s initial
attention
First meeting requires that you anchor credibility in about 2 min
ValueSelling believes…
© 2016 ValueSelling Associates, Inc. All rights reserved.
What we’ll learn todayCreating your Credibility Introduction
Adapting it to different types of clients/verticals/markets
Adapting it to both sales and marketing
ValueSelling best practices for leveraging your Credibility Introduction for effective prospecting
Questions – fire at will
© 2016 ValueSelling Associates, Inc. All rights reserved.
Creating your credibility introduction
You’ve done this before and in a way that sets you apart
The reward was good
© 2016 ValueSelling Associates, Inc. All rights reserved.
The 30-Second Credibility Introduction:Who you are and what you do?
That you solved a business challenge for an organization similar to mine
What was unique about how you solved it?
What value (financial impact) did they receive from it?
WHERE’S YOURCREDIBILITY?
© 2016 ValueSelling Associates, Inc. All rights reserved.
The 30-Second Credibility Introduction:Who/What: Julie Thomas, President and CEO of ValueSelling Associates, accelerate business results
Challenge solved: Major networking provider, reduced stalled sales while also growing pipeline 3X
Unique: Unique single page roadmap toolset with purposeful probing questions
Value: Stalled sales reduced by 30% and qualified pipeline grew by 3X first year
WHERE’S YOURCREDIBILITY?
© 2016 ValueSelling Associates, Inc. All rights reserved.
The 30-Second Credibility Introduction:“My name is Julie Thomas, President and CEO of ValueSelling Associates and we specialize in accelerating business results, my phone is 858 759 7954.
I'd like to discuss how our unique single page roadmap toolset enabled with purposeful probing questions helped XYZ company accelerate sales by reducing their stalled sales 30%, while also growing their qualified pipeline 3X within one year.
I will follow up with an email to schedule time with you. Thank you in advance for your time.”
© 2016 ValueSelling Associates, Inc. All rights reserved.
Anchoring your credibility
30-second version to gain access
2-minute version will anchor during the initial meeting
© 2016 ValueSelling Associates, Inc. All rights reserved.
2-minute Credibility IntroductionFirst meeting
Hello, Don, I’m Julie Thomas, a partner with ValueSelling. Good to meet you and thank you for your time today.
I’d like to spend the majority of our time today learning more about your business, your initiatives and what gets in the way of accomplishing them. But before we do that, how much do you know about ValueSelling? Let me take just a minute to tell you what we’ve done for other companies in the industry…
We’re in the business of helping companies methodically accelerate their business by shortening sales cycles and improving margins.
© 2016 ValueSelling Associates, Inc. All rights reserved.
2 minute Credibility Introduction - First meetingMore specifically, these results come from leveraging our unique single page probing question based roadmap toolset which enables the sales and marketing teams to work smarter and speed up their efficiency by at least 30%.
I already mentioned that XYZ Company reduced their stalled sales 30% while also growing their pipeline 3X within the first year. ABC Company leveraged ValueSelling to launch their enterprise business and realized a 23% attach rate within the first six months.
I’d like to better understand if we have a similar opportunity for improvement here at your company. So could you tell me a little more about the company’s goals for 2013 and what you personally have to do to contribute to this?....or what stands in the way of you contributing to these goals...or what you’re expected to do to contribute to these goals?
Who you are and what you do?
That you solved a business challenge for an organization similar to mine
What was unique about how you solved it?
What value (financial impact) did they receive from it?
Adapting it to both sales & marketing
© 2016 ValueSelling Associates, Inc. All rights reserved.
Who you are and what you do?
That you solved a business challenge for an organization similar to mine
What was unique about how you solved it?
What value (financial impact) did they receive from it?
Adapting it to both sales & marketing
© 2016 ValueSelling Associates, Inc. All rights reserved.
Adapting it to both sales & marketing15
Use both 30-second and 2-minute versions in same messaging.
30-second version highlighted to gain initial interest with expanded 2-minute version after.
Marketing
© 2016 ValueSelling Associates, Inc. All rights reserved.
The joys of prospecting
“I don’t wanna call”
Prospecting
© 2016 ValueSelling Associates, Inc. All rights reserved.
Effective Prospecting1. Identify who to call
2. Research about them and the company/agency
3. Locate a warm referral person
4. Send 30 second credibility introduction email
5. Follow up to email with phone call
6. If no response follow up again the following week by phone
7. Turning the “wrong” call into the “right” call
8. Proceed with discovery call leading ValuePrompter based discussion…
© 2016 ValueSelling Associates, Inc. All rights reserved.
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Save the date!Our next webinar will be on Active Listening:
Tuned In or Tuned Out to Your Client?April 21 | 10:00AM PDT
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