Skills · by @tonyjeary

S.N.A.L.O.V.S.C. Formula (Situation-Need-Avoidance/Loss-Outcome-Value-Solution Connection)

A proven communication formula for sales presentations that helps you articulate customer needs in a way that creates urgency and demonstrates clear value. This framework ensures you connect what you're offering directly to both what prospects want to move toward AND what they want to avoid, making your presentations significantly more persuasive and outcome-focused.

Expected outcome: Avoidance/Loss (A/L): Specifically articulate what they don't want to have happen — the pain point or negative outcome they're trying to pre

What this skill walks you through

1. Overview
2. Components / Steps
3. Situation (S): Define and articulate the current situation or context the prospect is in
4. Need (N): Identify and communicate the prospect's need, which falls into two categories:
5. What they want to move TOWARDS (the benefit they desire)
6. What they want to move AWAY FROM (the loss or problem they want to avoid)
7. Outcome (O): Future-pace the desired outcome using language like "imagine this..." and repeat back what they said they wanted
8. Value (V): Communicate the specific value that your product, service, or offering provides

Sourced from Strategic Selling by Tony Jeary.

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