Page 33 - Mobile Workspace Solutions Sales Workshop

The Conversation Framework

Address their Primary Interest

• Identify their specific Goal and Initiative that you are addressing
• Identify and understand their current process(s) within the initiative

Executive Stakeholders

Process Owner / Manager Propose and Describe Capabilities (Non-Technical)

• Paint a picture, tell a story
• Mitigate risk by describing where and how it will fit within their existing process

and/or where and how their process may change

Quantify Value

• Ask; “What impact would these capabilities have on this process in terms of (i.e.
increased speed, increased output, increased touch points…)”

Technical Stakeholder

Propose Next Steps

• Suggest; “If I could engage with the other key stakeholders in this process, we
can jointly explore the effectiveness of these new capabilities and quantify the
real value in terms of…”