REFERENCE STORY TEMPLATE

Situation: Triple click to include the specific industry and job title above

Pain: Triple click to describe the pain of the key player (job title)
above being referenced

Reason(s):  Triple click to describe a primary reason or reasons

for the pain of the key player

Capabilities: He/she/they said they needed a way to…

(when, who, what)
Triple click to describe the primary capability or capabilities
that the key player said they needed (in their words) using the
“when, who, what” format

We provided: Him/her/them with those capabilities

If the offering is properly described in the “capability(s)
needed” line, then “we provided him with those capabilities”
will do (or triple click to record information).

Result: Triple click to record the results. They should provide specific
measurement ($, %, #) that addresses the above pain

SOLUTION SELLING® • Version 2005 • ©Solution Selling, Inc. • All rights reserved