Same Side Pitch
When meeting with a potential client, you should start by discussing:
The problems you solve
The first question executives ask when making or approving a decision
What problem(s) does it solve?
The four components of the quadrant are...
Issue, Impact, Results, Who Else
If the client says negative things about the competition, you should...
Show empathy about their situation
The steps the client should take to achieve the results they need is contained in the...
Client Success Roadmap
The correct order for the Same Side Pitch.
Entice, Disarm, Discover
The one question most of your competitors will never think to ask the prospect
What does success look like?
What happens if you don't solve this problem speaks to what part of the quadrant?
Impact
When raising questions about issues with the competition, you should ask...
What do you wish you could change about them
Clients will believe ______ % of their own words.
100
FIT stands for...
Finding - Impact - Together
Instead of BANT, focus on issue, [blank], and importance
Impact
We need to know that this doesn’t create a ton of new work for people who are already overloaded is an example of what part of the quadrant?
Results
To have an open discussion about the existing vendor, follow this process...
Disarm, then ask what they like and what they'd change
You should ask for ___ or ___ instead "any" when requesting referrals.
1 or 2
Before we start to discuss how we might be able to help, we have to...
Disarm that we're just there to sell something
Once you determine if the issue is worth solving, we then need to evaluate if
Our solution can deliver the results that the client needs
We’ve been struggling with our labor costs for 2 years and have tried numerous solutions which have not worked is an example of what part of the quadrant?
Issue
This is the pinnacle of the Client Vision Pyramid.
Engaged
Shift the focus to results
The level of urgency an elevator rant needs to be to be a problem worth solving?
8 or above
The attribute that matters most to the end-client
Results
Our Procurement Director tends to think we can solve it ourselves and finds no value in working with a GPO is an example of what part of the quadrant?
Who else
The three levels of the Client Vision Pyramid are...
Effective, Enhanced, and Engaged
Name two of the components of the pre-meeting script.
Time and duration
Attendees
Format (1st half ask questions)
Outcome (not a fit or define next steps)