I've Never Heard Of You!

Question 1

Before You Start (4)

Answer 1

Know your value! What problem do you solve? Why is yours unique? How do you add value?

Question 2

Challenge It (Soft)

Answer 2

Our products and solutions improve your operating margins and drive down costs, we can
deliver. I have references to prove it.

Question 3

Challenge It (Hard)

Answer 3

Ok fine, you’ve never heard of Viatek or myself before do you only work with people you
have previously met? At one point, you wouldn’t have known who they were either.

Question 4

Challenge It (Hard)

Answer 4

I am calling you about our service and hope you let me tell you about it in more detail, at a
meeting next week.

Question 5

Feel/Felt/Found

Answer 5

“I know how you feel, some of our early customers felt the same, but they found that once
they started using our products and service, they received transparency around their print
data, increased time to spend on their core business activities and a positive business
relationship that seeks for your best interests.”