Customer Success
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      1. Sales Enablement
      2. Customer Success

      Value Selling

      The Goal of a Discovery Call, Sales Process, Master Value Prompter, Overview, Driving to Value

      The Goal of a Discovery Call

      Understand - Alignment - Differentiate - Impact Business Outcomes - Create a unique buying experienceScreen Shot Mar 15 2022 (3)

      Value Selling: Sales Process

      1) Discovery Call: Follow Value Prompter to get... Business Issue, Problem, Solution, Value, Power and Plan

      Screen Shot Mar 15 2022 (4)

      2) Follow Up after Discovery Call: Send Plan Letter

      Screen Shot Mar 15 2022 (5)Master Value Prompter for NetSuite

      Screen Shot Mar 15 2022 (1)

      Screen Shot Mar 15 2022 (2)Value Prompter: Overview (Business Issue, Problem, Solution, Value, Power, and Plan

      Screen Shot Mar 15 2022
       
       VALUE - Solution's Impact on the buyer both business and personal
        Credit Card DSO Checks Manual Reconciliation Customer Experience
      Open

      -What would reducing credit card transaction fees mean for your company?

       

      -What kind of impact would this have on the company if you drastically reduced or eliminated fees?

      -What would improving DSO do for the business?

       

      -What's the payoff to the business if you reduced your DSO?

      -What would reducing the number of paper checks mean for the team?

       

      -What's the benefit of reducing the number of paper checks?

      -What would saving time from all the manual reconciliation do for your team and company?

       

      -What would automating the reconciliation process do for the team?

      What would having a great customer experience do for the business?

       

      What's the payoff to your or your team if you could give your customers a great customer experience for making payments?
      Probing Where could those extra dollars be used? Marketing, Product.. etc Does getting your money faster help you with cash flow? Would it help you get paid faster if you weren't waiting for checks? Would this allow your team to focus on other projects? Would this help customers pay faster to you and less time for your team trying to collect payments?
                 
      Open (Personal) Why is reducing fees important to you? What would improving DSO do for you? What would this mean to you if you could reduce paper checks? What would automating the reconciliation process mean to you? What would having a great customer experience mean to you?
      Probing (Personal) Would this make you look good if you were able to reduce fees so drastically? Would this lower your stress if you were able to get paid faster? Would this lower your stress if weren't waiting so long to get paid and have so much work once the checks came? Would this save you personally a lot of time? Would this make you look good for your boss if you gave a better customer experience?