2. Make the Status Quo Unsafe
“Change in people only comes when survival
instincts trump comfort zone instincts.”
Dr. Gertmenian (Dr. G)
3. A decision to change
New Brain
Designed for Analysis
Old Brain
Designed for Survival
Decision-Making Engine
4. Joe Terry
Chief Executive Officer
Corporate Visions, Inc.
@JoeTerry58
jterry@corporatevisions.com
5. Today YOU will learn why…
Value Propositions Fail
Solution/Value/Customer Centric
Selling doesn’t work
Your Competition isn’t who you think it is
6. Value Propositions Failure to Create Impact
Only 14% of
“benefits/value”
14% promoted
created impact
Relevant
to Your
Prospect
86%
Created NO
Impact!
Unique to You
7. You
60%
Status Quo
Prospect
Engages
Why Us?
Them
8. 65 %
Buying Vision
35 %
Bake-Off
You
60%
Status Quo
St
Prospect
Engages
Why Change? Why Us?
Yes#1 Yes#3
Why Now?
Yes#2 Them