1. Workshop Exercise Calling on an Executive ( Power)

2. 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.

3.  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 VisionMatch D  Uncovering and growing the Value of the VM D (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

4.  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: ___________

5. 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

6. Call on PowerPerson Executive Seller  Teams Sales Call  Everyone participates  Use your scripted ValuePrompter®

7. Executing the Power Person Sales Call Call Introduction Business Issue Problems Solutions Value Power Plan Anxiety Question

8. Title to edit Master title style Click to edit Master text styles First level Second level Third level Open Probe Confirm Open Probe Confirm Open Probe Confirm P R O B L E M S O L U T I O N V 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 ® Open Probe Confirm Open Probe Confirm P O W E R P L A N His View of Power:_______________ Your PROBES to uncover power:_____ His List of Activities to Mitigate Risk: YOUR PROBES to advance opportunity: __________________