Gatekeepers, influencers and decision makers - gaining access to these people is key to effective prospecting in working your pipeline. Since you’ve got about 30 seconds to establish rapport and trust with each new introduction in an organization, it is critical to make a good first impression. A signature ValueSelling best practice is the Credibility Introduction, a sales tool that will improve the odds of gaining their attention. Learn the structure of a Credibility Introduction and then use yours to direct the conversation toward your intended outcome, an interest in speaking with you.

1. Improve Your Credibility to Increase Your Odds
C O M P L I M E N T A R Y W E B I N A R
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey
any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction,
disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
17 March 2016 | Julie Thomas

2. 2
© 2016 ValueSelling Associates, Inc. All rights reserved.

3. Credibility - (noun) believability,
reliability, plausibility, trustworthiness
© 2016 ValueSelling Associates, Inc. All rights reserved.

4. Only one
chance to make
a good first
impression
The more senior
the person
= the less time
you have
30 sec to gain a
senior decision
maker’s initial
attention
First meeting
requires that
you anchor
credibility in
about 2 min
ValueSelling believes…
© 2016 ValueSelling Associates, Inc. All rights reserved.

5. What we’ll learn today
Creating your Credibility Introduction
Adapting it to different types of clients/verticals/markets
Adapting it to both sales and marketing
ValueSelling best practices for leveraging your
Credibility Introduction for effective prospecting
Questions – fire at will
© 2016 ValueSelling Associates, Inc. All rights reserved.

6. Creating your credibility introduction
You’ve done this
before and in a way
that sets you apart
The reward was good
© 2016 ValueSelling Associates, Inc. All rights reserved.

7. The 30-Second Credibility Introduction:
Who you are and what you do?
That you solved a business challenge for an
organization similar to mine
What was unique about how you solved it?
What value (financial impact) did they receive from it?
WHERE’S YOUR
CREDIBILITY?
© 2016 ValueSelling Associates, Inc. All rights reserved.

8. The 30-Second Credibility Introduction:
Who/What: Julie Thomas, President and CEO of ValueSelling Associates,
accelerate business results
Challenge solved: Major networking provider, reduced stalled sales
while also growing pipeline 3X
Unique: Unique single page roadmap toolset with purposeful probing questions
Value: Stalled sales reduced by 30% and qualified pipeline grew by 3X first year
WHERE’S YOUR
CREDIBILITY?
© 2016 ValueSelling Associates, Inc. All rights reserved.

9. The 30-Second Credibility
Introduction:
“My name is Julie Thomas, President and
CEO of ValueSelling Associates and we
specialize in accelerating business results,
my phone is 858 759 7954.
I'd like to discuss how our unique single
page roadmap toolset enabled with
purposeful probing questions helped XYZ
company accelerate sales by reducing their
stalled sales 30%, while also growing their
qualified pipeline 3X within one year.
I will follow up with an email to schedule
time with you. Thank you in advance for
your time.”
© 2016 ValueSelling Associates, Inc. All rights reserved.

10. Anchoring your credibility
30-second version to
gain access
2-minute version will anchor
during the initial meeting
© 2016 ValueSelling Associates, Inc. All rights reserved.

11. 2-minute Credibility Introduction
First meeting
Hello, Don, I’m Julie Thomas, a partner with
ValueSelling. Good to meet you and thank you
for your time today.
I’d like to spend the majority of our time today
learning more about your business, your
initiatives and what gets in the way of
accomplishing them. But before we do that,
how much do you know about ValueSelling?
Let me take just a minute to tell you what we’ve
done for other companies in the industry…
We’re in the business of helping companies
methodically accelerate their business by
shortening sales cycles and improving margins.
© 2016 ValueSelling Associates, Inc. All rights reserved.

12. 2 minute Credibility Introduction - First meeting
More specifically, these results come from leveraging our
unique single page probing question based roadmap toolset
which enables the sales and marketing teams to work smarter
and speed up their efficiency by at least 30%.
I already mentioned that XYZ Company reduced their stalled
sales 30% while also growing their pipeline 3X within the first
year. ABC Company leveraged ValueSelling to launch their
enterprise business and realized a 23% attach rate within the
first six months.
I’d like to better understand if we have a similar opportunity for
improvement here at your company. So could you tell me a
little more about the company’s goals for 2013 and what you
personally have to do to contribute to this?....or what stands in
the way of you contributing to these goals...or what you’re
expected to do to contribute to these goals?

13. Who you are and what you do?
That you solved a business challenge for an
organization similar to mine
What was unique about how you solved it?
What value (financial impact) did they receive from it?
Adapting it to both sales & marketing
© 2016 ValueSelling Associates, Inc. All rights reserved.

14. Who you are and what you do?
That you solved a business challenge for an
organization similar to mine
What was unique about how you solved it?
What value (financial impact) did they receive from it?
Adapting it to both sales & marketing
© 2016 ValueSelling Associates, Inc. All rights reserved.

15. Adapting it to both sales & marketing
15
Use both 30-second and 2-minute versions in same messaging.
30-second version highlighted to gain initial interest
with expanded 2-minute version after.
Marketing
© 2016 ValueSelling Associates, Inc. All rights reserved.

16. The joys of prospecting
“I don’t wanna call”
Prospecting
© 2016 ValueSelling Associates, Inc. All rights reserved.

17. Effective Prospecting
1. Identify who to call
2. Research about them and the company/agency
3. Locate a warm referral person
4. Send 30 second credibility introduction email
5. Follow up to email with phone call
6. If no response follow up again the following week by phone
7. Turning the “wrong” call into the “right” call
8. Proceed with discovery call leading ValuePrompter
based discussion…
© 2016 ValueSelling Associates, Inc. All rights reserved.

18. At the end of today’s webinar
Go to valueselling.com > resources > webinars
to download today’s slides
© 2016 ValueSelling Associates, Inc. All rights reserved.

19. Visit the eStore at valueselling.com
Books
ValueSelling
tools
On-demand
courses
Complimentary
library of
webinars and
newsletters
© 2016 ValueSelling Associates, Inc. All rights reserved.

20. Save the date!
Our next webinar will be on Active Listening:
Tuned In or Tuned Out
to Your Client?
April 21 | 10:00AM PDT
© 2016 ValueSelling Associates, Inc. All rights reserved.

21. © 2014 ValueSelling Associates, Inc. All rights reserved.

22. Thank you!
Julie Thomas | President and CEO
julie@valueselling.com
+1 858 759 7954
julieathomas