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1 Webinar Julie Thomas Shimon Abouzaglo Today’s Webinar: The business of knowing your customer’s business Sponsored By

“The Business of Knowing Your Customer’s Business - The Key to Selling Value”

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“to SEE it” “to SHARE it” “to LEARN it” “to DO it”The Value AcademyQuikLearn™ Courses

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Events

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Who We Are & What We Do

The Value Selling & Realization (VSR™) Council is non-profit organization made up of forward-thinking Sales and Corporate executives that operates with a central mission:

Maximize value from investments in IT-enabled change by establishing and promoting value management awareness and understanding, standards, practices, and tools that enable technology vendors and enterprise corporate executives to collaborate in developing and executing a “roadmap to value”.

The Value Selling & Realization (VSR™) Council

“Where the world goes for the latest value insights”

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3This 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.

Julie Thomas | President and CEOValueSelling Associates, Inc.

The business ofknowing your customer’s business.

The key to selling value.

A sales industry thought leader, Julie Thomas, President and CEO of ValueSelling Associates, is a business consultant, coach, facilitator, speaker, and author of ValueSelling: Driving Sales Up One Conversation at a Time. She has led ValueSelling Associates to become an award-winning, industry leader in competency- and process-based training that measurably improves sales performance in B2B sales organizations around the world.

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Today’s topicsWhy business acumen is important

How to engage in a business conversation

What is the relationship between business issues and justifying the sale

How to be a better business professional

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BusinessAcumen

KeennessQuicknessGood JudgmentQuick Decisions

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BusinessLiteracy

Knowledge andUnderstanding ofFinancialAccountingMarketingOperations

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The relationship:

Knowledge Relevance

Credibility

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Create business literacy with these steps

Investigate Predict Prepare

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The ValueSelling Framework®

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Investigate

Local information

– Business Journals

Industry information– Associations– Trade Press– Lists

Company Information– Financial statements– Executive Messages– Analyst Reports

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Investigate

Research about them and the company/agency

Look for trends in key financial metrics

How does this company describe, manage, and measure their business health?Compan

y/agency website

Earnings report (if public)

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Predict

Business Issues

Business Goals

Business Objectives

Business Strategies

Business Initiatives

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ProblemCombination of people, process, and technology challenges

Business IssueWhat customers need to address and resolve to achieve business objectives

Value created by resolving business issues

Business Objective

What customer needs to accomplish to maintain or grow their business

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Has a direct business impact

Will align to a business objective

May need to be discovered

Has a cost and a corresponding value

Buyer’s perspective may vary depending on their level within an organization

Characteristics of a Business Issue

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Prepare

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Questions to uncover Business Issues

What’s your #1 priority or challenge?

What stands in the way of contributing to your company’s objective?

What’s most important concern that you need to address?

What customers need to address or resolve to achieve business objectives

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When the answer is a problem…and not a business issue

Ask “why?”“Why change?”“Why look for a solution?”“Why is this a priority now?”

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Executive dialogue question typesDesigned to surface customer’s view of current conditions.

Aimed at getting prospect to momentarily experience the consequences of not having your product or service.

Verifies shared understanding and confirms what we heard customer say.

Raises issues that didn’t surface on their own. Used to differentiate and create need for your products and services.

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ValueThe only thing that matters is customer's perception of the value of being able to resolve their business issues; always a combination of tangible and intangible components

SolutionCapabilities any vendor needs to supply to enable customer to properly address their business issues

Value is created by solving business issues

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Justifying the sale

Tangible Business Value: Measurable or quantifiable positive impact on the business issue.

Value

Benefit

Cost

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What can you do today?• Commit to staying current and relevant!

• Learn your buyer’s industry

• Strengthen your financial literacy

• Gather specific company knowledge

Online Course

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Summary• We must become business professionals first,

sales professionals second

• Business executives expect peer-level value-added relationships

• Investigate, predict, prepare – all three steps are key to execution!

• Invest the time and effort to stay current and relevant to your customers and prospects

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At the end of today’s webinarDownload a copy of today’s presentation from our website: Go to www.valueselling.comGo to Resources > Webinars

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Questions?

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Visit the eStore at valueselling.com• Books• ValueSelling tools• On-demand courses• Complimentary library of

webinars and newsletters

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Follow us!

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The proven formula for accelerating sales results.

Thank youJulie [email protected]

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The Value Academyhttps://vsrcouncil.org/academy/

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The Value Council – New Membership Planshttps://vsrcouncil.org