Selling for the Elusive First Impact with Bruce Scheer and Chuck Marcouiller

Join us on the ValuePros Show as Bruce Scheer and Chuck Marcouiller dissect the art of making a strong first impact in sales. Learn the essentials to navigate the value fog and drive measurable outcomes. - Discover the "Three C’s" of value selling: context, clarity, and confidence. - Understand how to define and achieve the elusive "first impact." - Learn why consumers prioritize pain avoidance over potential gains. - Explore the "I MADE" framework for evaluating solution impacts. - Hear a personal story illustrating the importance of assessing value from the consumer's perspective. 00:00 Chuck Marcouiller discusses crucial first-impact selling. 05:07 Define customer impact to reduce software churn. 09:21 No decision prevails; clarity and confidence lacking. 12:20 Clear value fog for better deal success. 13:28 Value is defined by the receiver's perception. 19:32 Decisions blend logic, emotion; emotional impact crucial. 22:41 Three stages: solution impact, status quo impact. 24:58 Evaluating inaction costs, proving initial ROI impact. 27:54 Software implementation requires active collaboration between parties. 32:51 Aim: 90% pass certification, assess coaching effectiveness. 36:00 "Order doesn't matter; essential ingredients ensure success." 37:32 Documented processes create confidence, clarity, success.