Value Proposition Framework Template
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All Customer Objections or ConcernsQuestions to AskWhy We WinWhy We LoseRanking
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list of all objections you could or do hear for specific value
specific questions to ask leading prospect towards strength
what makes us special here
what makes this tough for prospects
strength of value prop relative to group
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example: our engagement platform builds 5x ROI versus traditional methods-"you're a startup, how can I trust you'll be around in 5 years"
-"who is your biggest customer"
-"we know you're better, but it's too much for us to think about switching providers right now"
-"how much do you currently allocate to engagment and how is your ROI?"
-"what would 5x your value do for your company? for your career?"
-results and case studies speak for themselves-too new to the market and "no one gets fired for choosing IBM"1
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Value Proposition 1
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Value Proposition 2
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Value Proposition 3
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Value Proposition 4
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Value Proposition N
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