working papers to apply the contents of the book Value Proposition Narratives

1. Project, Product or Service Clients or Segment
PROJECT
PRODUCT
SERVICE
CLIENTS
SEGMENT

2. Clients Today Tomorrow
Clients or segments that will
be impacted.
Starting point: Specify
numbers in their starting
situation, today without the
solution you are going to
propose
Arrival point: Specify
numbers in your final
situation, tomorrow with the
solution that you are going
to propose
Value jump: is it really a
Jump? Will it alter decisions,
budgets, process changes?
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publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

3. To make the proposal
DESIRABLE, it must offer a
jump in value. It is a
comparison between today
(without my service) and the
future (when you have my
service).
I must cite figures, and I must
offer a Value jump, not just a
contribution.
Even if my product offers a
value jump, if I don't say so in
the pitch, it is of no use.
To make the proposal
IRREFUTABLE, I must cite
evidence. Evidence must come
from a source which the
customer or listener finds
credible, like official studies,
specialist journals, authorities,
pilot schemes, or the
experience of other customers.
I must build evidence into my
pitch before I am asked for it.
To make the porposal
REPRODUCIBLE, the pitch
must be very simple and easy to
remember. Another person must
be ableto reproduce it after
hearing it once.
Using technical terms which
hinder understanding may be
counter productive.
My listener should desire the
proposal and be able to sell it to
someone else.
To make my proposal
TRUSTWORTHY, the person
presenting it must generate this
trust through his performance.
Energy, body movements, mood
and gestures must be
appropriate to the customer and
the place. The seriousness of
the business must not cast a veil
over your closeness with people.
The will to deliver value must be
apparent in the person.
script: D,I,R
Performance: T
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publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

4. Average:
Arguments
Pitch Standards
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publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

5. Possible prejudice Response to that
prejudice
Clients have experiences and
preconceived ideas, which
prevent them from listening.
The entire speech may
already have a negative
verdict long before we finish
speaking.
It is very important to
speculate what prejudices
they might have with the
offer (product or services)
with the company I represent,
or with you.
And we must prepare simple
and powerful responses to
reverse or lower the power of
prejudice.
We will use this later in the
script
These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use
publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

6. Your client’s target Other feature
That client should meet
corporate and / or personal
goals. Goals that your boss or
board requests, and that you
will help him to fulfill. Goals
for which you will be
congratulated. What are
they?
Some characteristics of the
Client -Age, Education,
General Culture, Lifestyle,
among others-, could point
you towards using a special
tone and assertiveness in the
Pitch. Write down the ones
that seem relevant to you,
and propose how you will
take care of that in the Pitch.
These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use
publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

7. Drafting:
Sufferers involved / one or
more
Situation or Action / in which
activity
Emotional pains / how they
have a hard time
Quantitative Pains / figures
today of what you are going to
change.
Rescue content from the Value
Jump exercise
Usual mistake:
Say that the pain is that they
don't have my product.
Name Pains that you are not
going to solve.
Cite more than 3 pains.
Do it in first person
These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use
publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

8. Drafting:
What is used today
Recognise contribution /
achievement obtained
Use the word hinge: But,
nevertheless, nevertheless
(synonyms)
Show gap / what it does not
achieve (and that your product
does, but you will say later)
Internal analgesics/ with own
resources and knowledge
External analgesics / what
things they have contracted
(your competition)
Usual mistake:
Attacking analgesics, the client
is offended.
That your offer is another
painkiller, or it seems.
These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use
publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

9. Drafting:
Sufferers involved / one or more
Emotional Impacts / moving to a
calm situation or similar
Quantitative Impacts / what new
figures you will achieve.
Rescue content from the Value
Jump exercise
Usual mistake:
To not promise impact figures, or
be afraid to promise them.
Name important impacts in areas
that have not been mentioned
These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use
publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

10. Drafting:
Brief description / what it is
Basic functionalities / the key
actions it performs
Differentiating attributes /
what makes it unique or
different
Response to possible
prejudices / rescue from the
Client’s previous analysis
Usual mistake:
Generic description that does
not declare functionalities or
attributes.
Ex: we are an app,
These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use
publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

11. Step day activities
1 1 Pitch in fase-to-fase meeting
MAPA DE
EJECUCIÓ
N
Drafting:
Focus on the client / not on
the internal sales cycle
Necessary steps / avoid the
client continue to think alone.
Each step is a small closure
Days it will take the whole
process / add the days until the
client receives the value
Activities that make sense to
you / each step must be
meaningful. The closing of the
business or purchase order
must be inserted, but it is not
the end of the map.
Usual mistake:
Failure to anticipated the
needs of the client
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publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

12. What?
What´s
the aim?
Who?
Where
When?
Time?
Definition:
Step 2 of the Map / recover it
from the previous exercise
define a “Schedulable Goal”
Place, day and time / that you
can schedule there and then
Who / people who should be
present
What /activity
What’s the aim?/ purpose of the
meeting that makes sense to
client
Usual mistake:
To not be thorough enough with
some of these details and realise
very late that you did not have it
properly planned
These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use
publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

13. Drafting:
What could they aspire to in the
future: a new place where the
client could be
What new possibilities open up:
new things you can do
No numbers mentioned / it is
not a promise, it is not an offer,
it is something that the client
will be able to achieve perhaps
without your help.
Deep motivation: many times
the client is so interested in this
future dream, which is the
reason why he buys the product
or service
Usual mistake:
To make another promise with
numbers or to say something
unattainable
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publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

14. Show how easy it will be to
acquire, implement this
solution.
Drafting:
Export the simplified Execution
Map: without so much detail.
mentioning more important
deadlines.
Milestones and stages.
Time, HR and customer effort.
Total term to receive the Value
Usual mistake:
Show a detailed Gantt chart
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publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

15. Alternative double closure
Offer advancement
alternatives. Yes or yes.
Drafting:
To meet the GOAL OF YOUR
PITCH that is noted in the
analysis, you must propose a
pair of options at the end.
Remember to include details:
What, why, who, where, when,
what time.
The double alternative can
generally be applied to the
place, date, or time.
These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use
publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

16. • To confirm that they are
experiencing similar pain, or
have tried the named pain
relievers.
• Have their own experience and
say it in their own words
• To confirm if your clients are interested
in obtaining these results
• What they think of the product
• If the ambition you propose catches their
attention
• To find out if the actions
and time table are right
for them
• If it would be suitable for
their company
Complete Complete Complete
Involvement questions
These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use
publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com