20 December 2020
Anyone can grab a prospect’s interest by using the correct words. The bad news is that we don’t know the words for each of our 14 skills. But the good news is that we can learn them.
Now, to get someone to anxiously await your presentation, simply start with these five words:
"Guess what happened to client ?"
Magic.
Prospects lean forward. Humans can’t resist listening to stories. That is why we love gossip, books, and movies. We can’t go on in life unless we know how the story ends. Stories attract interested prospects.
The hard truth about some business owners.
Business owners are human. And guess what humans do?
Humans invest more time in planning their New Year’s Eve celebration than they invest in planning next year’s goals!
Then what happens?
We lose a year.
What our prospects really want to hear.
Remember this quote:
"It doesn't matter what you're selling or promoting. Your presentations should never be about the product or service. It should always be about the prospect."
Consider these questions:
Q. How many minutes of our current presentation is about our company, products, and compensation plan?
Q. How many minutes of our current presentation is about our prospect?
Great presenters know presentations should be about the prospect's favourite subject — the prospect.
Amateur presentations can break away from mediocrity and become professionals by mastering a "two-minute story." This is the highest-level presentation that professionals use.
A storey about a problem you solved that the prospect could potential, and they might not even be aware of.
Before you tell the storey, make sure you have a reason for telling this ‘before we get started” which makes the prospect think – the presentation has not started, so I can relax, no selling at this point!
So you could say this.
“Before we get started let me Guess what happened to client who”…… common ground to the prospect /client also has a company in Steel, or someone who is a similar age, or someone who lives in this area, or someone who is close to retirement etc
So a storey relevant to the prospect/client potential problem they have or might not be aware they have.
Tell the truth about a potential problem, the highest level of rapport is to make people aware of a problem they didn’t know they have or could potentially have.
People take action when they have to solve problems or potential problems, no one is really interested in our features or benefits.
Humour
Computer: "Enter new password."
Me: "Beef stew"
Computer: "Sorry, not stroganoff"
Have you ever had a conversation with someone and wondered, "Who ties up your shoelaces?"
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