EVS Part 1- Intro and Value Map

Question 1

1. What are the three challenges that underpin Ellucian Value Selling?

Answer 1

1. More noise (value map)
2. More buyers (power map)
3. Complex process (closing plan)

Question 2

2. What do customers/prospects value most from salespeople?

Answer 2

1. Show unique value
2. Engage buyers more effectively
3. Make the buying process easier

Question 3

3. What are “objectives”?

Answer 3

What a buyer wants (ambitions, goals, strategies)

Question 4

4. How do objectives help you sell?

Answer 4

Create resonance (What they want is what they value; sell buyers what they want)

Question 5

5. What’s the psychology behind tailoring your pitch to your buyers’ objectives?

Answer 5

Resonance: they need to feel it is worth their time to listen to us; it’s about them, not us

Question 6

6. What do University Presidents care about most?

Answer 6

1. Optimize public reputation
2. Achieve mission
3. Ensure financial stability and/or growth