The Selling the Solution Model Pain Medicine TylenolAcetaminophen for headache, muscle pain Advil...
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The Selling the Solution The Selling the Solution Model Model
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Transcript of The Selling the Solution Model Pain Medicine TylenolAcetaminophen for headache, muscle pain Advil...
The Selling the Solution ModelThe Selling the Solution Model
Pain MedicineTylenol Acetaminophen for headache,
muscle pain
Advil
Bayer
Excedrin
Ibuprofen for headache, muscle pain, fever
Acetaminophen and caffeine for headache, muscle pain
Aspirin for headache, muscle pain, fever
The Selling the Feature ModelThe Selling the Feature Model
Features
1 PAIN1 PAIN 2 REASON2 REASON
3 RIPPLE EFFECT3 RIPPLE EFFECT 4 CAPABILITIES4 CAPABILITIES
The Selling the Solution ModelThe Selling the Solution Model
The Selling the Solution ModelThe Selling the Solution Model
1 PAIN: What issue 1 PAIN: What issue are you trying to are you trying to resolve?resolve?
2 REASON2 REASON
3 RIPPLE EFFECT3 RIPPLE EFFECT 4 CAPABILITIES4 CAPABILITIES
The Selling the Solution ModelThe Selling the Solution Model
1 PAIN: What issue 1 PAIN: What issue are you trying to are you trying to resolve?resolve?
2 REASON: Cause of 2 REASON: Cause of the PAIN.the PAIN.
3 RIPPLE EFFECT3 RIPPLE EFFECT 4 CAPABILITIES4 CAPABILITIES
The Selling the Solution ModelThe Selling the Solution Model
1 PAIN: What issue 1 PAIN: What issue are you trying to are you trying to resolve?resolve?
2 REASON: Cause of 2 REASON: Cause of the PAIN.the PAIN.
3 RIPPLE EFFECT: 3 RIPPLE EFFECT: How is PAIN affecting How is PAIN affecting the organization?the organization?
4 CAPABILITIES4 CAPABILITIES
The Selling the Solution ModelThe Selling the Solution Model
1 PAIN: What issue 1 PAIN: What issue are you trying to are you trying to resolve?resolve?
2 REASON: Cause of 2 REASON: Cause of the PAIN.the PAIN.
3 RIPPLE EFFECT: 3 RIPPLE EFFECT: How is PAIN affecting How is PAIN affecting the organization?the organization?
4 CAPABILITIES: 4 CAPABILITIES: How to resolve How to resolve REASON for PAIN.REASON for PAIN.
Pain Reasons Ripple
EffectCapabilities
The Selling the Solution ModelThe Selling the Solution Model
Pain
“I’m spending too much time doing payroll.”
“I never know what employees are qualified for attendance bonuses, 401k eligibility, or who even receives holiday pay this week.”
“We spend too much money on overtime.”
What else have you heard?
Common Pains in PayrollCommon Pains in Payroll
Pain
- Reason: I have to look at every person’s time card to find exceptions
- Reason: I have to do the benefits calculations manually
Reasons
- Reason: I have no way of tracking OT against staff and production
Pain: “I’m spending too much time doing payroll.”
Pain: “I never know what employees are qualified for attendance bonuses, 401k eligibility, or who even receives holiday pay this week.”
Pain: “We spend too much money on overtime.”
Reasons for Pains in PayrollReasons for Pains in Payroll
Pain
- Effect: Payroll personnel and management don’t get timelypayroll data
- Effect: We get errors that cause $ loss and employee dissatisfaction
Reasons
- Effect: Negative impact on employee morale (too much overtime, overtime imbalance)
Pain: “I’m spending too much time doing payroll.”
Pain: “I never know what employees are qualified for attendance bonuses, 401k eligibility, or who even receives holiday pay this week.”
Pain: “We spend too much money on overtime.”
Ripple Effect
Ripple Effect of PainsRipple Effect of Pains
Pain
Solution: System that automates exceptions
Solution: Reports that calculate who’s eligible for benefits.
Reasons
Solution: Automated system that tracks OT against staff & production
Pain:“I’m spending too much time doing payroll.”
Pain: “I never know what employees are qualified for attendance bonuses, 401k eligibility, or who even receives holiday pay this week.”
Pain: “We spend too much money on overtime.”
Capabilities“Solution”
Ripple Effect
CapabilitiesCapabilities
