VALUE

VALUE Selling Framework

Master the shift from feature-selling to outcome-driven conversations

Session 1 of 4

Stop Selling Features. Start Selling Transformation.

The difference between a 15% and 50% close rate? It's not about knowing more features. It's about connecting Notion to your buyer's biggest business goals.

⚡

Your Current Reality Check

Think about your last lost deal. Did you lose because:

"They went with Confluence - said it was easier to understand"
"Price was too high for what we offered"
"They couldn't see the ROI"
"Decision got delayed indefinitely"

If any of these sound familiar, you're likely selling features instead of outcomes. This session will transform how you position Notion - and dramatically increase your win rate.

💰 Why This Mindset Shift Matters to YOUR Success

47%

Higher close rates when leading with outcomes

2.3x

Larger average deal sizes

32%

Shorter sales cycles

89%

Of buyers will pay premium for clear business value

🎯

See the Difference in Action

First Call Scenario

Prospect: "Tell me what Notion does"

❌ Feature-Focused Response

"Notion is an all-in-one workspace with databases, kanban boards, documents, and AI capabilities..."

✅ Outcome-Focused Response

"Before I dive into capabilities, help me understand - what's driving you to explore new tools? What would success look like for your team in 6 months?"

Competitive Scenario

Prospect: "How is this different from Confluence?"

❌ Feature Comparison

"We have better databases, more customization options, and AI built-in..."

✅ Outcome Comparison

"Companies switch from Confluence to Notion when they need to eliminate tool sprawl. Instead of 5-7 separate tools, you get everything in one place. What tools are you using alongside Confluence today?"

YOUR NEW OPENING TALK TRACK

"I work with [similar companies] who are typically frustrated by [specific pain]. They come to us when they realize [negative consequence of status quo]. We help them [specific transformation], which typically results in [quantified outcome]. What's your experience been with [relevant challenge area]?"

🏋️

Build Your Outcome Muscles

🎨

Outcome Statement Builder

Transform any feature into a compelling business outcome in 30 seconds

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Pain-to-Outcome Mapper

Connect common pains to specific Notion outcomes

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30-Second Elevator Pitch

Craft your outcome-focused Notion pitch

✅ Session 1 Skill Check

I can explain Notion without mentioning a single feature

I know the top 3 business outcomes my buyers care about

I can quantify the cost of my prospect's current pain

I have my outcome-focused elevator pitch ready

Session 2 of 4

The VALUE Framework: Your Roadmap to Bigger Deals

Stop winging discovery calls. Use this proven framework to uncover pain, build urgency, and position Notion as the only logical solution.

🎪

The Discovery Problem

Most discovery calls fail because sellers:

Jump to demo too quickly (missing critical pain points)
Accept surface-level answers ("We need better collaboration")
Don't quantify the business impact
Forget to create urgency for change

The VALUE framework ensures you never miss these critical elements again.

🎯

VALUE: Your 5-Step Discovery Power Tool

V - Vision

Uncover their ideal future state

"If you could wave a magic wand and fix everything about how your team works together, what would that look like?"

Why it works: Gets them to articulate their goals before you pitch

A - Advantage

Position your unique differentiators

"What if you could replace Confluence, Asana, and your wiki with one tool that your team actually loves using?"

Why it works: Plants seeds about capabilities they'll need

L - Loss

Quantify the cost of inaction

"You mentioned spending 2 hours daily searching for information. Across 50 people, that's $3M in lost productivity annually. Is that accurate?"

Why it works: Creates urgency with real numbers

U - Unique Outcomes

Connect vision to measurable results

"Based on what you've shared, it sounds like success would be: 50% faster project completion, 30% less time in meetings, and 100% transparency. What else?"

Why it works: Co-creates success metrics they'll buy into

E - Evidence

Prove you can deliver results

"Figma had the same challenges. After switching to Notion, they eliminated 5 tools and cut onboarding time by 60%. Here's how..."

Why it works: Social proof from similar companies

🎬 Watch VALUE in Action: Real Discovery Call

Scenario: Mid-market SaaS company, 200 employees, currently using Confluence + Jira + Google Docs

Rep: "Tell me about your current setup - how does information flow through your organization?"

Prospect: "It's a mess. We have docs everywhere."

Rep: "When you say 'mess' - what does that look like day-to-day? Give me an example from this week."

Prospect: "Yesterday our product team spent 3 hours in a meeting because no one could find the latest roadmap..."

Rep: "3 hours for 8 people? That's 24 hours of productivity. How often does this happen?"

🎯 Notice: The rep digs deeper on "mess" to get specific, quantifiable pain

🎯 Your VALUE Quick Reference

2-3

Vision questions before showing any features

$100K+

Minimum quantified pain to create urgency

Specific outcomes to agree on before demo

Perfect customer story to share as evidence

🎮 Practice Your VALUE Discovery

Record yourself doing a 10-minute VALUE discovery

Get 3 quantified pain points in your next call

Create urgency without being pushy

Connect one customer story to prospect's situation

Session 3 of 4

Stop Losing to "We'll Stick with Confluence"

Master the art of competitive positioning and proof. Learn to build such compelling evidence that choosing anything else becomes illogical.

⚔️

The Evidence Gap

Why deals stall or go to competitors:

"The team is comfortable with Confluence"
"We need to see ROI proof before switching"
"The migration seems too risky"
"How do we know Notion will work for us?"

This session arms you with evidence so compelling that staying with the status quo becomes the risky choice.

📊

Your Evidence Arsenal

ROI Evidence

When they say: "Show me the numbers"

Your Power Stats

• Ramp: 70% reduction in tool costs
• Average customer: 5-7 tools → 1
• Time savings: 10 hours/week per employee
• Payback period: 3-6 months

"Based on your 200 employees each saving 10 hours/week, that's $4.2M in productivity gains annually. And that's before we factor in tool consolidation savings."

Social Proof

When they say: "But we're different"

Your Story Bank

• Figma (Design) → Unified all teams
• Anthropic (AI) → Scaled from 50 to 500
• Ramp (FinTech) → Passed SOC2 with Notion
• Match each to prospect's industry

"You remind me of [Similar Company]. They had the same concerns about [specific issue]. Here's exactly how they solved it..."

Risk Mitigation

When they say: "Migration seems risky"

Your Safety Net

• Free migration support from CSM
• Confluence importer (1-click)
• Pilot program: Start with 1 team
• Success metrics tracking built-in

"Let's remove the risk. Start with your most frustrated team - usually takes 2 weeks to see results. If it doesn't work, you've lost nothing."

🥊 Your Competitive Playbook

vs. Confluence

Their Weakness: Just a wiki, requires multiple Atlassian products

Your Attack: "How many other Atlassian products do you pay for? What if one tool could replace all of them?"

Proof Point: "Figma saved $400K/year consolidating from Atlassian suite to Notion"

vs. Monday/Asana

Their Weakness: Just project management, no knowledge base

Your Attack: "Where do you document the WHY behind projects? How do new hires learn?"

Proof Point: "Anthropic reduced onboarding from 4 weeks to 1 week with Notion's all-in-one approach"

vs. "Do Nothing"

Their Weakness: Bleeding productivity and money

Your Attack: "You're losing $3M/year to inefficiency. Your competitors using modern tools are moving 50% faster."

Proof Point: "Every month you wait costs $250K. Can you afford to give competitors that advantage?"

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Evidence Delivery Techniques

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Story Stacking

Layer 3 quick customer wins to build overwhelming proof

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ROI Calculator

Build their business case live on the call

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Demo the Migration

Show how easy it is to switch from their current tool

💪 Evidence Mastery Checklist

I have 5 customer stories memorized for instant recall

I can calculate ROI for any prospect in under 2 minutes

I know the fatal flaws of our top 3 competitors

I can handle "we'll stick with X" without sounding defensive

Session 4 of 4

From Theory to Territory Dominance

Time to put it all together. Practice real scenarios, get feedback, and walk away ready to close bigger deals faster.

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Your 30-Day Transformation Plan

Week 1: Master the Mindset

Rewrite all your email templates to focus on outcomes
Practice your outcome elevator pitch 10x daily
Record yourself - count feature mentions (goal: zero)

Week 2: VALUE Framework Mastery

Use VALUE on every discovery call
Document 10 quantified pain points from prospects
Build your personal talk track library

Week 3: Evidence Arsenal

Create your 5-story rotation
Build 3 ROI scenarios you can calculate instantly
Practice competitive positioning daily

Week 4: Full Integration

Run full VALUE cycle on 5 opportunities
Track your metrics: close rate, deal size, cycle time
Share wins and learnings with team

🎮

Practice Scenarios - Your Turn!

Scenario 1: The Skeptical CFO

"We already have Office 365. Why would we pay for another tool?"

Your mission: Use VALUE to uncover hidden costs and position Notion as an investment, not an expense.

Scenario 2: The Technical Buyer

"I need to see exactly how this would work with our tech stack"

Your mission: Elevate the conversation from features to business outcomes while addressing technical concerns.

Scenario 3: The Stalled Champion

"I love it, but I can't get my boss to see the value"

Your mission: Arm your champion with executive-level value props and evidence.

📈 Track Your VALUE Impact

Your Success Metrics:

__%

Close rate (Track weekly)

$__K

Average deal size

__ days

Sales cycle length

__x

Pipeline multiplier

💡 Top performers see 40%+ improvement in all metrics within 30 days

🏆 Your VALUE Certification Challenge

Close a deal using only VALUE (no feature talk)

Increase deal size by 50%+ using outcome positioning

Win a competitive deal against Confluence/Asana

Get a customer to say "When can we start?"

📋 Your VALUE Quick Reference Card

Screenshot this and keep it handy!

V - Vision: "What would success look like?"

A - Advantage: "What if you could [unique capability]?"

L - Loss: "What's this costing you today?"

U - Unique Outcomes: "So success means [specific metric]?"

E - Evidence: "[Similar company] achieved [result]"

Remember: No features until after U!