Value Based Conversation
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.
The bad things that reult from the before scenarios
Express unfavorable operational or finacial outcomes
Basis for quantifying the value
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
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.