Prospect qualification worksheet

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Prospect qualification worksheet
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Pain Chain template
Note Each Pain Chain box is a table, to add or
remove reasons simply, right click on the box
and insert row or delete row
Note Be sure to include Pain Chain connector
arrows that connect pains to reasons above
(remove notes for final presentation)
How to include connector arrows AutoShapes/Lines/
Freeform left click crosshairs to start line,
move cursor to desired length, left click,
continue process until all arrow lines are
complete, hit ESC To add arrowheads
Double-click on the connector lines, use the
Arrows Begin and End style to determine size
and shape of arrowheads Suggested arrow line
width 2 pt.
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Business development letter/e-mail template
Dear ____________________ (Prospect) , Nelnet is
in the business of helping our customers
_______________________________________ .
(describe positioning statement using the we
help theme) We have been working with
_______________ (Universities or functional
offices) since ______ . Our clients
include _____________________________________
_________________ , __________________________
____________________________ , and ___________
___________________________________________
. Some of the chief concerns we hear from them
are _________________________________________
_______________________ (pain 1), ____________
__________________________________________________
__ (pain 2), and _____________________________
___________________________________ (pain 3). We
have been able to help our customers successfully
deal with these and other issues. I would like
an opportunity to share some examples with you.
If you are interested in learning how we have
helped other _________________________ (title)
solve some very challenging issues, please call
me at ________________ (phone number) and I will
provide you with more information. Sincerely, ___
___________________
Note Double-click to highlight the fill in the
blank lines to input customized content (remove
this note for final presentation)
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Reference story - template
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Pain Sheet - Situational Fluency Prompter
Note Use this second part of the Pain Sheet if
needed (remove this note for final presentation
remove the page if not used)
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Potential sponsor letter/e-mail template
Dear ____________________ (sponsor), Thank you
for your interest in Nelnet. The purpose of this
letter is to summarize my understanding of our
meeting and our action plan. We discussed the
following Your primary critical issue is
__________________________________________________
_____________________ . Reasons you are having
this critical business issue are Reason A
__________________________________________________
___________________________________ Reason B
__________________________________________________
___________________________________ Reason C
__________________________________________________
___________________________________
. Capabilities you said you needed to resolve
this situation are Capability A
__________________________________________________
_________________________________ Capability B
__________________________________________________
_________________________________ Capability C
__________________________________________________
_________________________________ . You said if
you had these capabilities you could address your
critical business issue of ____________________.
Our next steps You agreed to move forward with
our company and said if we succeed in proving we
can give you those capabilities, you will
introduce me to (Power Sponsor, name and title)
___________________ . You mentioned he/she is not
happy with the impact that your critical business
issue is having on _________________ (describe
Powers pain). I would like to propose we
arrange a meeting with another _________________
(title or role similar to Sponsors) who has
utilized our offering. I am confident you will
like what you see and introduce our company to
the rest of your organization. Ill call you on
___________ to discuss it further.
Sincerely, ______________________
Note Double-click to highlight the fill in the
blank lines to input customized content (remove
this note for final presentation)
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Potential power sponsor letter/e-mail template
Dear ____________________ (power sponsor), Thank
you for meeting with ________________ (sponsor)
and me earlier today. I believe it was time well
spent for both of our organizations. We
discussed the following Your primary critical
issue is _________________________________________
______________________________ . Reasons you are
having this critical business issue
are Reason A ________________________________
__________________________________________________
___ Reason B ___________________________________
__________________________________________________
Reason C ______________________________________
_______________________________________________
. Capabilities you said you needed to resolve
this situation are Capability A
__________________________________________________
_________________________________ Capability B
__________________________________________________
_________________________________ Capability C
__________________________________________________
_________________________________ . Our next
steps When I told you I was confident that our
organization can help you (describe goal of power
sponsor) __________ , you agreed to take a
serious look at our ability to do so. Based on
my knowledge to date, I am suggesting an
evaluation plan for your further exploration of
our organizations capabilities. Look over the
plan with (sponsor) ___________________ and I
will call you on _________________ (day/date) to
get your thoughts. Sincerely, _________________
_____ cc ___________________
Note Double-click to highlight the fill in the
blank lines to input customized content (remove
this note for final presentation)
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Draft partnership plan - template
DRAFT
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Implementation plan letter template
Dear (person responsible for implementation), Tha
nk you for your participation in discussing the
implementation of (description of operational
offering / capabilities). The purpose of this
letter is to summarize my understanding of our
meeting and propose some transition assistance
for you. We discussed the following Your
primary concern about implementing the
operational capabilities your organization seeks
is _______________________________________________
________________________ . Reasons you are
having this transition issue are Reason A
__________________________________________________
___________________________________ Reason B
__________________________________________________
___________________________________ Reason C
__________________________________________________
___________________________________ . The
transition capabilities you said you needed to
resolve this situation are Capability A
__________________________________________________
_________________________________ Capability B
__________________________________________________
_________________________________ Capability C
__________________________________________________
_________________________________ . You said if
you had these capabilities you could support the
implementation of the desired operational
capabilities. Our next steps You suggested
(Power Sponsor or financial approver) would be
responsible for approving the funding of these
services. Based on my knowledge to date, I am
attaching a proposed implementation plan for your
consideration. If you (and anyone else necessary)
would initially review it then we can discuss it
together on (date). I look forward to helping you
implement these capabilities and services within
your organization. Sincerely, ___________________
___
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Implementation plan - template
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Value analysis - template
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Negotiation worksheet
The only way I could do something for you is if
you could do something for me. Buyer should ask
like what?
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9 Block Vision Processing Model - Vision creation
PAIN
Diagnose reasons
Visualize capabilities
Explore impact
(7)
(4)
(1)
C1
I1
R1
What is it going to take for YOU to be able to
(achieve your goal)? Could I try a few ideas
on you?
Besides yourself, WHO in your organization is
impacted by this (pain) and HOW are they
impacted?
Tell me about it, what is causing you to have
this (repeat pain)?
Open
(8)
(5)
(2)
C2
I2
R2
You mentioned (repeat reason) What if there
were a way when, who, what So that ?
...would that help?
Is this (pain) causing? If so, would
(title) also be concerned?
Is it because?
Control
, ,
, ,
?
(9)
(6)
(3)
C3
I3
R3
From what I just heard (repeat the WHO and
HOW), it sounds like this is not just your
problem, but a ______ problem! Is that correct?
So, IF you had the ability to (summarize
capability visions), THEN could you (achieve
your goal)?
So, the reasons for your (repeat pain) are? Is
that correct?
Confirm
BUYING VISION (SUMMARIZE / CONFIRM VALUE )
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9 Block Vision Processing Model - Vision
reengineering
CURRENT VISION
What is the effect on you and your business of
doing it this way?
PAIN
Diagnose reasons
Visualize capabilities
Explore impact
(1)
(6)
C1
I1
R1
(3)
How do you see yourself using this (repeat buyer
initial vision)?
Besides yourself, WHO in your organization is
impacted by this (pain) and HOW are they
impacted?
How do you do it today without this
capability? (it - perform function they want
to improve)
Open
(clarify initial vision in when, who, what format)
(2)
(7)
C2
I2
(4)
R2
Is this (pain) causing? If so, would
(title) also be concerned?
Are you also looking for a way to? Would it
help if you also had a way to?
Today?
Control
, ,
, ,
(9)
(8)
C3
I3
(5)
R3
When you called, you were looking at
(product/service) to give you the ability to
(original vision). Today, you also said you
needed (capability visions). If you hadcould
you (verbalize goal)?
From what I just heard (repeat the WHO and
HOW), it sounds like this is not just your
problem, but a ______ problem! Is that correct?
So, the way you do it today is Is that
correct?
Confirm
REENGINEERED VISION (SUMMARIZE / CONFIRM VALUE )