EVS Part 4 - Value Statements Flashcards
- What is “Our Impact”?
Positive, tangible business outcome. Tangible means numbers/dollars.
- What distinguishes “good” Our Impact?
Related to buyers’ objectives, value must be quantified/tangible, in the buyers’ language, and
distinct from competition.
- How does Our Impact help you sell?
It drives resonance and makes it more relevant.
- What’s the difference between “features” and “benefits”?
Features are characteristics of the product. Benefits are value to buyer.
- What are some examples of features and benefits that link to the three University President priorities?
Our service can drive your objective of social impact so you can retain your employees, so you can meet your diverse staffing needs.
- Share an example of multiple levels of benefit depth.
Ask “so what” to get deeper and deeper.
With our solution…
You can automate processes.
Your staff can work efficiently.
Your staff will have time for higher value work.
Your institution will save on staffing costs.
- What’s “Our Proof”?
Evidence that we can deliver. Here is an institution who had a similar challenge and chose us and are achieving that objective.
- What are some examples of types of Our Proof?
Customer testimonials, case studies, references, proof of concept
- What distinguishes “good” Our Proof?
Aligned to buyer’s priorities, value is quantified, same industry and/or company (nice to have)
- How does Our Proof help you sell?
Helps you close or walk away sooner
- What three criteria tell you if a feature is truly differentiated?
MUD: Meaningful, Unique, Defensible
- Value Statement template:
Let me make sure I heard you correctly…
You’d like to… [#1 objective]
By… [success measures]
By… [deadline/milestone]
Because… [objective motivation]
Therefore, you are… [initiatives]
However,… [challenges/mistakes]
As a result,… [pain points/cost of inaction]
Did I get that right?
Great. We can help… [our impact]
For example, we… [our proof]
