ESOVS Foundations
These are the 3 main challenges Sellers face in today's environment.
What are More Noise, More Buyers, and More Complex Buying Process?
This priority tells us what the Buyer's #1 goal is in the next 6-12 months.
What is Objective?
These 3 Agency Leaders are your typical Decision Makers.
Who are the Fire Chief, EMS Chief, and Administrative Chief?
One word that explains the psychology behind why it's important to tailor your pitch and use the buyer's language.
What is Resonance?
What are the 3 ESOVS tools you can use to address the 3 main challenges Sellers face today?
What are the Value Map, Power Map, and Closing Plan?
Numeric targets a Buyer uses to confirm they've achieved their Objective.
What are Success Measures?
This part of the ESOVS app allows us to understand the agency "assets" and "liabilities", and help us "de-risk" the sale.
What is the Power Map?
If a Deadline is too far away, we can use these checkpoints as anchors and create urgency and resonance.
What are Milestones?
This field in the Value Map is where we show the value our products/services deliver against the Buyer's Objectives/Top Priorities.
What is ESO's Impact?
The "why?" or "why now?" behind the Buyer's Objective.
What is Objective Motivation?
List the 4 Buyer Roles.
Who are the: Users, Economic Buyer, Technical Buyer, and Beneficiary?
This is what you do if you cannot identify a Catalyst within the agency.
What is: determine the most influential Influencer, or walk away from the deal?
This customer-facing document is built with the Catalyst or Key Influencer and outlines actions, owners, and dates for purchasing and implementation.
What is the Mutual Action Plan?
A good way to remember this Buyer Priority is that the pain of same is greater than the pain of change.
What is Cost of Inaction?
There are 4 levels within the Decision Power Level structure. This person gets a vote, and can say "yes" or "no". Sometimes they can only say "no".
Who is the Decision Maker?
Champions are supporters by definition. Catalysts are not always supporters. In addition, Champions don't always have the network/access, clout, proven track record, and focus on executive-level priorities.
What is the difference between a Champion and a Catalyst?
These are the two most important things Buyers want from Sellers.
What is Sellers to provide unique value aligning to their priorities, and make the purchase experience easy.
Buyers create these internal workflows or projects to help them reach their goal.
What are Initiatives?
Of the 4 Decision Power levels, this person is most important to the deal because the wield the most influence.
Who is the Catalyst?
Knowing, and focused on executive priorities, this agency personnel can help you from the "inside" and because of their high level of influence and ability to get things done.
Who is the Catalyst?