Miro Value Conversation Framework

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Across
  1. 1. - note the benefits that would be evident in this new reality
  2. 4. - how we do it better
  3. 5. - Articulation
  4. 12. - Script
  5. 13. - uncover how they would measure their success
  6. 15. - discuss what would be different/better if their challenges were solved
  7. 17. - clearly articulate the customer's needs and the miro's value
  8. 18. - activities or capabilities that add profitability, reduce risk, and promote growth
  9. 19. - discuss what would be different/better if their challenges were solved
  10. 20. - Advantage
  11. 21. - Qualification
  12. 22. - Outcome
  13. 23. - Differentiation
  14. 24. - Challenges
Down
  1. 2. - Necessity
  2. 3. - Criteria
  3. 6. - Discovery
  4. 7. - Build credibility by sharing customer and 3rd party examples
  5. 8. - Objection
  6. 9. - point of reference against which things may be compared.
  7. 10. - Uncover how they would measure their success
  8. 11. - Credibility
  9. 12. - Story
  10. 14. - Differentiator
  11. 16. - Proactivity
  12. 20. - uncover the challenges the customer is currently dealing with