Compare the following exchanges:<\/p>\n
Escenario uno:<\/p>\n
\"Si utiliza nuestro producto, ahorrar\u00e1 tiempo y dinero...\", ofrece el representante del vendedor.<\/p>\n
\"Bla, bla, bla, bla, bla...\", piensa el interesado.<\/p>\n
Segundo escenario:<\/p>\n
\u201cIf you use our product, you\u2019ll save time and money\u2026!\u201d says the sales rep.<\/p>\n
\u201cThat isn\u2019t particular compelling,\u201d thinks the prospect, \u201cwe\u2019ll revisit this project next year\u2026\u201d<\/p>\n
Scenario Three:<\/p>\n
\u201cIndustry averages show savings of a half a million dollars a year\u2026!\u201d declares the rep.<\/p>\n
\u201cBut we\u2019re not \u2018industry average,\u2019\u201d thinks the prospect, \u201cwe\u2019re not even the same size as the average company in our space.\u201d<\/p>\n
Scenario Four:<\/p>\n
\u201cOther customers in the same space, similar to you, enjoyed savings of $400,000 per year,\u201d offers the vendor rep.<\/p>\n
\u201cWell, that\u2019s better,\u201d thinks the prospect, \u201cthat\u2019s a good datapoint, but I need our propio<\/em>, specific numbers to get this project approved!\u201d<\/p>\n Scenario Five:<\/p>\n \u201cWhen we spoke last week, I believe you said you hope to recover $275,000 annually as a result of addressing your problem,\u201d says the vendor.<\/p>\n \u201cThat\u2019s right,\u201d replies the prospect, \u201cthat\u2019s the kind of change I need to meet my objectives.\u201d<\/p>\n \u00bfQu\u00e9 enfoque es m\u00e1s convincente?<\/p>\n In the first case, the vendor sounds like they are reciting from a marketing brochure, and it clearly doesn\u2019t connect with the prospect (sorry, marketing folks\u2026!).<\/p>\n In the second scenario, the rep has offered the same unhelpful value statement, unintentionally contributing to a No Decision outcome!<\/p>\n The third case shows some improvement, but value numbers from Gartner and other industry analysts are still insufficient to support prospects\u2019 needs to build compelling business cases.<\/p>\n The fourth scenario is even better, and can be helpful for the prospect, but it todav\u00eda<\/em> lacks the required specifics for prospects\u2019 business cases.<\/p>\n In the fifth scenario, the rep had done sufficient descubrimiento<\/a> para descubrir el prospectos <\/em>perception of the value of the solution, and the deal is moving forward nicely!<\/p>\n <\/p>\n Want a few more insights? See \u201cHablemos de valor - Descubrir el Delta<\/a><\/em>\"<\/p>\n