workshop exercise calling on an executive ( power)

Workshop Exercise

Calling on an Executive( Power)

Workshop Exercise

You will now meet with Bille August, the Managing Director at Svanehøj Hamworthy .

You already know the Case information you got. Take an empty ValuePrompter and take notes,

what you need to ask Bille to understand his situation and to find out how to promote KEB as the second supplier.

Try to find out, where you can differentiate. Keep it simple and easy. Assume, that Bille will be supportive as he might

have some interest in your success. 30 Minutes to prepare as a team; meeting will be

15 minutes duration. Each team member should perform a part of the

meeting. Your goal is to find out, who the final decision

maker is and to have Bille to attend the Pre-Proposal Meeting, scheduled for the afternoon.

First face-to-face meeting with this Executive

Goal is to follow entire process by: Establishing credibility with a Call Introduction,

including a Reference Story; be prepared to use an Anxiety Question if necessary

Uncovering his Business Issue, his view of the problems that stand in the way of resolving his business issue, and the solutions he’s considering

Creating Need and Differentiation for KEB by uncovering additional problems that you can uniquely resolve – i.e., create a VisionMatchD

Uncovering and growing the Value of the VMD (BV & PV).

Confirming Power – i.e., who makes the final decision Identifying Plan: the activities he needs to see to move

forward with YOU. Utilize your resources effectively.

Call on PowerPerson: Executive

Preparation guidelines: Before starting this call, think about what you might

sell ____ based on his profile in case study; then prepare just TWO probing questions for the problem, solution and value boxes

Plan to first confirm the BI, then move into each box on the ValuePrompter® with an open ended question

When Bille answered all your open questions, plan to use your probing problem/solution/value questions to create need and differentiation

Don’t move to a new box/subject without confirming Hint on value probes: has each problem been

quantified? Have you asked about potential personal value too?

Final Objective: Get him to agree to attend your draft proposal meeting (planned access) with other case study prospects

Call on PowerPerson: ___________

ValuePrompter® for Executive Call

The next page represents the ValuePrompter® you should use in preparing for your executive call

As you will see, it is relatively empty. As the seller preparing for the call, write down your two probing problem, solution and value questions

You may select these questions from last time Differentiation exercise prompter(s); think about which KEB offerings are appropriate for Svanehoj

Each participant should conduct this role play using the ValuePrompter® appropriate for their role

Call on PowerPerson

ExecutiveExecutive

SellerSeller SellerSeller SellerSeller

Teams Sales Call Everyone participates Use your scripted ValuePrompter®

Executing the Power Person Sales Call

CallIntroduction

BusinessIssue

Problems

Solutions

Value

Power

Plan

AnxietyQuestion

Title to edit Master title style

Click to edit Master text stylesFirst level

Second levelThird level

OpenOpen ProbeProbe ConfirmConfirm OpenOpen ProbeProbe ConfirmConfirm

OpenOpen ProbeProbe ConfirmConfirm

P R O B L E MP R O B L E M S O L U T I O NS O L U T I O N

V A L U EV A L U E

Contact

Business Issue

Anxiety Question

•

• Executive

•

His View of the Problems:• ____________________________• ____________________________• ____________________________• Your PROBES to uncover more

problems:• ____________________________

• ____________________________

His View of the Solutions:• ____________________________• ____________________________• ____________________________

Your PROBES to grow ____’s vision of Solution:

• ____________________________

• ____________________________

His View of the Value:• ____________________________• ____________________________• ____________________________

Your PROBES for additional Value:• ____________________________

• ____________________________

Copyright © 2000 by ValueVision Associates, LLC

ValuePrompter®ValuePrompter®



P O W E RP O W E R

P L A NP L A N

His View of Power:_______________ Your PROBES to uncover power:_____

His List of Activities to Mitigate Risk:YOUR PROBES to advance opportunity:

__________________

workshop exercise calling on an executive ( power)

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