<aside> 💡 I like to encourage you to reduce your sales presentation to a few main components your prospect MUST hear. What is a "must to hear"? Anything that raises curiosity, urgency, trust and interest to continue the conversation with you.
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Raise curiosity
Get attention. Make your prospect listen. Start with open question to make you prospect aware of an important unknown (e.g. in form of an open question)
Raise urgency
You can work with any emotion of pain e.g. fear. Make your prospect aware of disastrous consequences what happens to people like him when the unknown remains unknown (question not unanswered or solution not found).
Give hope
Make your prospect trust you. List the key facts and statistics that showcase why he can trust you know what you know what is unknown to him
Surprise with insights
Share knowledge. Explain the root causes of why it's hard to get to the knowledge or experience you possess.
Raise interest
Make it actionable. Demonstrate a clear and simple way to solve the main potential problem of your prospect. Share key details about your solution and offers.
Raise desire
Share details about the results that were achieved in the past when similar approach was taken. Share key insights about the most suitable case study.
Simplify the choice
Explain the differences of your offering compared to your competition. Clearly state your USP.
Objections and awareness
Share the top objections other prospects have. If you ask the question before the customer does you will be perceived as the expert.
Call to action
Offer options for the next step. E.g. if you deliver your presentation in verbal form you can end by asking an open question. Otherwise you can think of how you can make it easy for your prospect to book a meeting with yourself, ask for more information (e.g. details about the case study) or refer you to the right person.
<aside> 💡 P.S Please feel free to comment and share your questions directly on this page
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