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


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…


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


Creating your credibility introduction

You’ve done this before and in a way that sets you apart

The reward was good


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?


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?


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.”


Anchoring your credibility

30-second version to gain access

2-minute version will anchor during the initial meeting


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.


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?




Adapting it to both sales & marketing


Who you are and what you do?




Adapting it to both sales & marketing


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


The joys of prospecting

“I don’t wanna call”

Prospecting


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…


At the end of today’s webinarGo to valueselling.com > resources > webinars to download today’s slides


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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


Thank you!

Julie Thomas | President and [email protected]

+1 858 759 7954

julieathomas

mailto:[email protected]

Sales

Improve Your Credibility to Increase Your Odds