Vision Selling Overiew
Your product or service may share features and benefits that are also available from your competitors. These shared features and benefits will automatically become less relevant and meaningful to the evaluator.
“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
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
"Shared"
"Shared"
"Shared"