Issue - 278 Establishing V.A.L.U.E. Exercise by Ron LaVine

Please write out answers to complete the
following statements which apply to your
solution.

Very secure

Our solution provides you with increased security
and protection by _______________________ .

The way our solution that provides you with
additional security is _____________________ .

Adaptable

Our solution is able to expand and contract
quickly based upon your needs because
______________________________________ .

If more of our product or service were required,
we
would be in a position to provide it because
______________________________________ .

Our capabilities as a company in terms of
adapting our solution to fit your specific needs or
environment are ________________________ .

Low total cost of ownership

The Total Cost of Ownership* of our solution
over a ______________ time-period is only
______________________________________ .

* Remember to factor in the additional costs of
documentation, training or education, consulting
services and maintenance or maintenance
renewal costs.

Our solution, depending upon how it is
implemented and used can provide you with a
Return on Investment, which can ranges from
_____% to ____% over _________________
period of time.

The net payback period or the time it takes for
our solution to pay for itself is less than
_______________________________ months.

Usable

Our solution will pay for itself because it enables
you to ________________________________.

Our solution is easy to implement and use
because
______________________________________ .

You can expect the following to happen when
you use our solution _____________________.

We offer the following types of support if and
when you need it ________________________ .

Efficient and effective

Our solution will increase the efficiency and
effectiveness upon the way you do business by
Our solution will allow you to get more done in
less time than before because ____________ .

Dependable

Our solution's track record in terms of being
consistent and reliable is based upon
______________________________________ .

Our solution has been used by ____________,
________________, _____________________
who have used it for the following applications
______________________________________ .

Read your answers aloud. Which make the most
sense? Which ring true when you say them? Add
those statements to your sales toolbox.

Accelerated Sales Results, Inc.
Helping You Develop More Business Through Live Cold Calling Sales Training Workshops(tm)
638 Lindero Canyon Road, Suite 283, Oak Park, CA 91377
1-818-991-6487 PST Office | 1-818-519-3852 Mobile | 1-818-991-5938 Fax
rslavine@asr-incorp.com | www.ast-incorp.com

Member of the American Society for Training and Development
(c) 2008 by Accelerated Sales Results, Inc. - Live Cold Call Sales Training Workshops. All rights reserved. www.ast-incorp.com

Live Cold Call Sales Training Workshops

If you are a corporate inside or field sales rep
who sells to the Fortune 1000 or your make
complex sales involving multiple buyers and
influencers, this workshop is a must
for you to attend.

In the book The New Strategic Selling by
Stephen E. Heiman, Diane Sanchez (with Tad
Tuleja) on page 45 it states "The objective of a
good sales strategy is to get yourself in the right
place with the right people at the right time so
you can make the right tactical presentation."

Barbara Geraghty in her book Visionary Selling
writes, "Some of your prospects may have a
confusing organizational structure. Ask someone
in an administrative function to diagram it for you
and to draw arrows between executives and
mangers who have close working relationships."

This is much easier said, than done. I can teach
you how to do the above and much, much more
quickly and easily. Call me at 818-991-6487 and
let's discuss how we can help you to sell more in
less time.

Accelerated Sales Training trains inside and field
sales reps on how to set appointments faster
than ever before while removing the fear and
rejection from cold calling. AST delivers live cold
calling sales training workshops to organizations
such as CA, Cognos, EDS, Hyperion, IBI/iWAY
MicroStrategy and Software AG. My company
has helped them to:

Set up over 1500 face-to-face visits in
one quarter while adding 27 forecasted
opportunities at 50% or higher.

Increase sales by 19.3% and increase
profit before taxes by 24% for the past
fiscal year.

Close a $208,000 deal that paid for the
entire prospecting program.

Triple call center lead generation
performance while the Inside Sales
group doubled its results in setting
qualified appointments.

Visit http://www.ast-incorp.com/contact.htm
for more details or call 818-991-6487.

Forward these Sales Tips to an Associate

Please forward these Sales Tips and Telesales
Tips for Selling Success to an associate who
could benefit from them, or have them send
<mailto:subscribe@ast-incorp.com>. They will
appreciate the gesture and thank you for it. They
can also sign up now online at: http://ast-incorp.com/

Wow! Great stuff! Thanks again. Those live cold
calls were jaw dropping
Brian B., Marketing Development Manager

I liked everything. It got me to see what I do in a
totally different way.
Margaret A., Market Development Manager

I really liked hearing the 'live' calls. It was real
life and shows how it takes patience and
persistence.
Ann D., Marketing Development Manager

Greatly benefited. Walked away with various key
takeaways. Really enjoyed it. Very practical and
informative.
Fernando P., Marketing Development Manager

Honestly I was skeptical but I was really
impressed.
Beth C., Market Development Manager

Very best workshop I have seen!
Bill R., VP East

Much more impactful than traditional methods.
Jeff B., Marketing Development Manager