PRESENTED BY:

Heath Doss

Value Based Conversation

OBJECTIVES

• How to use the Value Framework to have a value based conversation with your customer.
• What the value based conversation is and the major steps of the conversation.

Before Scenarios

Get some idea of the customers current pain points, goals, and needs that we can address for them.

Convey empathy with the customers situation

Use discovery questions to see how we can help their needs.

Negative consequences

The bad things that reult from the before scenarios

Express unfavorable operational or finacial outcomes

Basis for quantifying the value 

After Scenarios

Create a "stand in the future" vision of how much better things could be if those pain points are resolved.

Gives you an opportunity to to educate your customer on industry best practices.

Positive Business Outcomes

The good things that can result from after scenarios

Quantify the value of our solutions

Required Capabilities

We can give solutions that are required to remove any negative consequences

Often these can be found in the customers RFP.

Phrase these using the customers language.

How we do it

Describe how we can satisfy the customers current requirements

Gives us the opprtunity to let the customer know how the IMS model can best be used to aid them in their needs.

Gives us to opportunity to show them how we do it better than the competion.

Thank you 

for listening!