Page 75 - CSAM2 - Successful Sales Engagement for Cloud Services
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The Value Proposition Message Flow
Part 1: The Hook Part 2: The How (advanced)
Drivers What internal or external drivers are More specifically, how does your
influencing or affecting your solution help solve this problem and
customers overriding objectives?
How
deliver these benefits?
What are your customers goals in What is unique about how you solve
this problem and deliver these
Goals light of these internal or external
USP
drivers?
benefits?
Problems What obstacles are preventing them What is your competitors approach
or making it difficult for them to inferior to your approach?
achieve their goals?
Competition
What tangible or intangible benefits Objections What questions or objections could
would they see if you helped them your customers have about your
Value eliminate these obstacles? claims?
For whom have you helped solve a Response What is your response to these
questions or objections?
similar problem? What concrete
Proof benefits/ROI did they see?
