Vision Selling Overiew
Your job as a sales person is to identify the features or benefits that will help the evaluator resolve the business or personal criteria you uncovered.
Your Product/Solution
Feature/Benefit A
Feature/Benefit B
Feature/Benefit C
Feature/Benefit D
Feature/Benefit E
Feature/Benefit F
Feature/Benefit G
Feature/Benefit H
Feature/Benefit I
Feature/Benefit J
Feature/Benefit K
Feature/Benefit L
Feature/Benefit M
Feature/Benefit N
Feature/Benefit O
Feature/Benefit P
Vision
of
Success
Vision
of
Success
Vision
of
Success
“Financial” Evaluator
Business Criteria #1
Business Criteria #2
Business Criteria #3
Personal Criteria #1
Personal Criteria #2
“Expert” Evaluator
Business Criteria #1
Business Criteria #2
Business Criteria #3
Personal Criteria #1
Personal Criteria #2
“Operator” Evaluator
Business Criteria #1
Business Criteria #2
Business Criteria #3
Personal Criteria #1
Personal Criteria #2