The Promise Framework: A Guide to Communicating and Delivering Customer Value with Sharn Rayner

In this episode, Keith interviews Sharn Rayner, a New Zealand-based author and maestro coach, who discusses her newly released monograph, 'The Promise Framework: A Guide to Communicating and Delivering Customer Value.' Sharn explains the core idea that customers buy outcomes, not features, and delves into her framework, which helps leaders demonstrate measurable value. The conversation covers why she wrote the monograph, who it is for, and the successful application of the framework in real-world examples, including a detailed case study of a client named Arlo. Key elements such as purpose, results, outcomes, magnifiers, indicators, storytelling, and engagement are explained in detail, providing practical steps for leaders and coaches to implement the Promise Framework in their organizations.

Timestamps:
00:00 Introduction to Sharn Rayner and Her New Monograph
00:56 The Big Idea Behind the Promise Framework
02:25 Real-Life Examples and Applications
04:03 Breaking Down the Promise Framework
04:16 Purpose: Defining Customer Value
06:10 Results: Measuring Success
08:04 Outcomes: Setting Metrics for Success
10:30 Magnifiers: Proving Credibility
12:44 Indicators: Tracking Real-Time Progress
14:49 Storytelling: Making Results Memorable
17:25 Engagement: Embedding the Promise Framework
19:26 Implementing the Promise Framework
21:51 Target Audience and Practical Advice
22:43 Overcoming Resistance and Achieving Results
24:31 Conclusion and Contact Information