Levels of Value
A product, like a pyranometer, or a weather station.
What is Level 1 value?
Customers care about these two things more than they care about your solutions.
What are their problems and alternatives?
The IEC now recommends this many POArear sensors for bifacial installations.
What is 3?
I have sent the customer a quote, but they have not yet committed to moving forward.
What is 50% or value solution presented?
A yellow/green substance used to keep Damon alive.
What is Mountain Dew?
Examples might be an ROI spreadsheet, a tool or calculator, or traditional "solution selling" practices.
What is Level 3 Value?
These questions are answered with simple, one-word answers, like "yes," "no," and "42."
What are diagnostic questions?
The latest guideline removes the specific requirement for this for dew and frost prevention.
What is ventilation?
The probability percentage that all opportunities should be at or above once we reach the 30-day opportunity window.
What is 50%?
Alondra's favorite team.
Who are the Dodgers?
A service, like paid-for break fix or calibrations.
What is level 1 value?
The act of positioning benefits in positive or negative terms, according to QBS.
What are gold medals and german shepherds?
This was just increased from once per year to once every two, and needs to be considered when selling MCPs.
What is the pyranometer calibration interval?
The customer has verbally committed to moving forward with an estimated close date in some time period.
What is 70% or Specific Price/Budget Confirmed?
Often quoted, "You miss 100% of the shots you don't take. - Wayne Gretzky"
Who is Michael Scott?
The ease of doing business with an organization, such as tech support, availability of information, or access to resources.
What is Level 2 value?
Well-structured questions can help you understand your customers current situation, but also help you create this.
What is credibility?
This monitoring system class was removed from the latest IEC guideline.
The opportunity has been created, I have a contact, and they may be interested in a 2nd meeting.
What is 10% or qualified?
Who is Schuyler?
Aligning with a propsect or customer on business needs and clearly defining how working together will improve the results they care the most about.
What is Level 4 (or Strategic) Value?
This is the underpinning of the QBS sales forum.
What is curiosity?
The standard for these sensors was just reduced from 6 total sensors per station to 3.
What are PV module temperature sensors?
The customer has sent in their order and we are working on final T&Cs or approvals to book.
What is 90% or customer commitment?
The percentage of Damon's jokes that do not need explanation.
What is 30%?