Skills · by @tonyjeary

S.N.A.L.O.V.T.C. Formula (Situation, Need, Value, Outcome, Connection)

A strategic communication framework designed to help sales professionals structure their presentations by connecting what prospects want (or want to avoid) directly to the value and outcomes their solution provides. This formula creates a clear, persuasive path from understanding the prospect's current reality to demonstrating how your offering delivers their desired future state.

Expected outcome: O - Outcome: Point out the outcome as a future pace using language like "imagine this..." and repeat back what they said so their desired ou

What this skill walks you through

1. Overview
2. Components / Steps
3. S - Situation: Define and communicate back what the current situation is based on your listening.
4. N - Need: Identify and articulate the prospect's need, which falls into two buckets:
5. What they want to MOVE TOWARDS (the benefit they desire)
6. What they want to MOVE AWAY FROM (the loss they want to avoid)
7. V - Value: Communicate the value that your product, service, or offering provides that addresses their need.
8. C - Connection: Tie together how your product, service, or offering connects to being able to give them what they want.

Sourced from Strategic Selling by Tony Jeary.

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