1.1 KiB
1.1 KiB
name, description
| name | description |
|---|---|
| value-messaging | Use to map pricing/packaging tiers to tailored value pillars, proof, and objection handling. |
Value Messaging Matrix Skill
When to Use
- Preparing sales/CS enablement for new pricing launches.
- Crafting website/product copy that explains packaging differences.
- Equipping deal desk with talk tracks for defending price/value.
Framework
- Tier Overview – summarize who each package is for and core outcomes.
- Value Pillars – list 3-4 benefits per tier with quantified proof.
- Proof Layer – attach customer stories, metrics, analyst quotes per pillar.
- Objections & Responses – map common pricing objections with rebuttals + trade-up logic.
- Upgrade Path – outline triggers for upsell/cross-sell conversations.
Templates
- Tier one-pager (audience, benefits, proof, CTA).
- Objection-response table.
- Upsell trigger checklist.
Tips
- Align language with brand/PMM messaging to avoid drift.
- Include TCO comparisons vs status quo/competitors.
- Pair with
packaging-frameworkto keep messaging tied to fences.