svp_call_planner

© 2002 IBM CorporationOpportunity Accelerator | Difference Makers | Sales call objective: Convince the Key Decision Leader that the solution will deliver expected value. Typical situation: SSM Stage 5 Conditionally Agreeing You have addressed the Key Decision Leader's perceived risk factors so that value can become the focus. The value discussion revisits the customer's CRA, business capabilities, perception of IBM unique value, and validated expectations of the capabilities the solution can deliver. Now you must confirm that the capabilities that the solution will deliver will also deliver the expected organizational benefit. What you want to ask: [ ] said that solving this problem by this time frame would have this measurable effect on the organization. How would you modify this statement? What would be the consequence if you did not implement any solution now? What would be the consequence if you did not implement the IBM solution now? You said that the capabilities this solution will give you the following measurable results. How would you modify this statement? What you want to understand: What is the business benefit that the Key Decision Leader is expected to deliver with this solution? Sales aids you can use Value Proposition Value dialog prompters: Can you confirm and quantify benefits expected by the customer? Can you get the customer to concur with the investment case (value = total benefits - total costs) for this project? SSM Call Planner: Define benefits and the Value Proposition