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Becoming A Top-Down Storytelling Culture
The path between problem and solution is paved by facts and information, while the path between the status quo and the desired outcome is paved by human obstacles, the fear of not overcoming those obstacles, and the hope of ending up in a better reality.
The 4 Matrices of Sales Material and Pitches
The trick is to remember that the presentation is not the slides. The story that you tell is the presentation, and the slides are just one iteration in aiding that presentation.
Social Proof
They want to be able to tell everyone at the buying organization about the cool new thing they are doing without assuming any of the risk of doing a cool new thing.
Focus; Don’t Spray And Pray
If you are perceived to be giving off the message that you are good at everything and a good fit for everyone, you immediately lose credibility.
You Are An Expert; Don’t Be Afraid To Use The Term
Telling someone you are an expert makes it more likely that they will listen to you. This is so straightforward that it almost feels like it is not worth mentioning. But so many people don’t take advantage of the device, that it certainly is worth discussing.
Cold Call Objections
The success of your unscheduled client call, or cold call is highly dependent on the first 20 words that come out of your mouth.
Don’t Sell Yet
You are NOT selling your product yet. You are establishing credibility, understanding and validating the problem, learning about the desired outcome, and gaining momentum by gathering your first set of agreements from the prospect so that you can move on to more.
Cold Calls
“Nobody picks up the phone anymore”, “You can’t reach clients on the phone”, “The phone call is dead”. Psht…give me a break.
Constructing an Email
The buyer does not care about your company history, or the weather, or if you hope they are having a nice day. They care about whether or not you are worth taking time to listen to.
You Can’t Make A Sale Via Cold Email
Sell yourself, and your expertise, and the value of the next interaction. That should be the point of the email, and the singular and direct ask of your future buyer.