1. Paint-the-Picture ® Refine your Sales Process SRi, Sales Workshop on: Business Pains, Business Benefits, Bold Claims, Value Propositions, and Elevator Pitches

2. Goals of Paint-the-Picture®  Establish yourself as an expert  Know what you’re selling- Up & down  Must be able to add value in front of the customer  Answer questions, set-up questions to lead  prospect down the right path  Grab attention- Plant the seed and call for action  Inform the prospect of a pain/product/solution they didn't know existed  Offer promise of business value  Goal: Get a meeting, create an opportunity and close to the next step  Your credibility is won or lost very quickly here  Can you compellingly paint the picture of your product/solution within 20 seconds or less to prompt the prospect to act?

3. Business Pains, Benefits, Bold Claims & Value Propositions  What Are Business Pains?  Prospect is losing time, status, risk or money  High-level  Use this pain to get your foot in the door with the prospect  Tactical  Individualize the pain for the prospect and further their interest in finding a solution  Examples of a business pain:  Money & opportunity costs  Poor functionality of current solution  Reduced efficiency or productivity

4. Business Pains, Benefits, Bold Claims & Value Propositions  What Are Business Benefits?  Prospect is gaining time, status, risk or money  High-level  Overview of basic business benefits that most decision makers can relate to further the sale and buy time and interest from the prospect  Tactical benefits  Resonate with client because they are individualized and customized  Example of benefits:  Reduced costs  Improved functionality of solution

5. Business Pains, Benefits, Bold Claims & Value Propositions  What Are Bold Claims and Value Props?  Bold claims should contain one or more of the following elements:  Specific– Lists specific pains relieved by specific benefits  Quantifiable – Includes a metric (i.e. Time Savings)  Client Success Reference – Identifies the credibility of the statement  A Differentiator – Explains why your company is unique from its competitors  Value props should consider the following elements:  Market – Which market is the value prop created for?  Experience – What the does the market care about most?  Offering – Which products/services are being offered?  Benefits – How will the market gain from the product/service?  Differentiation – What alternatives does the market have to the product/service?  Proof – What evidence can you provide for credibility of your value prop?

6. Customer Business Pain Activity:  What are the top 5 business pains our prospects face that we can get the most market share, most revenue, and most leverage from?  Mark these 1-5, 1 being the strongest business pain to resonate with your prospect  What are the weakest 3 business pains that don’t really resonate with the prospect?  Mark these A-C, A being the weakest pain that doesn’t resonate with your prospect  Put all 5 in the appropriate quadrants (I-IV)

7. Business Pains You Hear From Customers: 1. 2. 3. 4. 5.

8. The SRi Quadrant: Your Company’s Business Pain: Need to Have/Niche Business Impact Must Have/Spot on No Way Nice to Have/Needs Work Market Appeal

9. Your Company’s Business Benefit Activity  What are the top 5 business benefits we can provide prospects to get the most market share, most revenue, and most leverage from?  Mark these 1-5, 1 being the strongest benefit to resonate with the prospect  For each business benefit, state who in the decision hierarchy would benefit most.  Put them in the appropriate quadrant (I-IV)

10. Your Company’s Business Benefits 1. 2. 3. 4. 5.

11. The SRi Quadrant: Your Company’s Business Benefits Need to Have/Niche Business Impact Must Have/Spot on No WayNice to Have/Needs Work Market Appeal

12. Your Company’s Bold Claims & Value Propositions  Add 3 Bold Claims 1. 2. 3.  Add 3 Value Propositions 1. 2. 3.

13. Elevator Pitches  What is an Elevator Pitch?  An elevator pitch is a prepared communication tool used to quickly provide a decision maker with a compelling case for why your services add enough value that the decision maker will want to learn more  An effective elevator pitch should be brief, understandable, credible, persuasive and relevant  If it can be backed up with convincing metrics, the elevator pitch is even more effective  Why we use Elevator Pitches  To make a bold claim that differentiates your company from your competitors  To better aim your targeted pitch to a specific audience  To demonstrate that your company understands the decision maker’s needs

14. Sample Elevator Pitches for Your Company 1. 2. 3.