This tactic gets (and keeps) your prospect's attention while also inspiring them to think about how this change affects them and what they can do about it. Why should they care? How is it relevant to them? Answer these questions when naming the change. Instead, start by naming one major, relevant shift in the world that creates high stakes and a sense of urgency. In contrast to common sales tactics, Raskin advises not to start by pointing out your prospects’ problems–this can cause them to get defensive. With that said, you must keep in mind that your prospects care the most about their problems, not you, your company, or your product. Human beings are naturally self-centered–it’s how we’ve been able to survive and thrive for generations.
“Name a Big, Relevant Change in the World” Read on as we analyze his five key takeaways (+ one of our exclusive insights) and how you can use them to improve your current sales process.
One of the most valuable assets out there for sales-pitch success is Andy Raskin’s blog: “ The Greatest Sales Deck I’ve Ever Seen,” which features his findings on a powerful sales deck created by Zuora.
ANDY RASKIN BEST SALES DECK EVER MEDIUM HOW TO
Adding this human element will allow your new prospects to connect to your success stories, and picture their own successes driven by your product.Here's how to successfully sell life and health insurance.įrom practicing the best sales techniques to researching how to sell life and health insurance successfully, you probably spend a fair amount of time trying to hone your sales pitch. Furthermore, put the quotes next to the photo of the customer who gave you the testimonial (if available). If you have testimonials from your customer base, add them to your presentation. Assuming you have made your potential buyer aware of their pain points earlier in the presentation, these customer success stories will provoke action. The best sales decks always include case studies proving how the product or service has helped real people, or companies, solve their problems. Tangible results have the power to change that. Remember, most people are simply reluctant to change the status quo even if they know it would be good for them. Get the customizable deck Include compelling case studiesĪdd human connection to your pitch! Even if you include the most impressive stats that the audience has ever seen, they won't make a ripple if you don't provide some social proof. What makes your brand the best option for this client? Why are you better than the competitors? Be clear and concise, but make sure these slides pack a punch. State your value propositionĭepending on where in the sales funnel you intend to use the sales deck, you may be able to dive in to your value proposition immediately. If you don't seize their attention right at the beginning, it will be much harder to rein it in later on. Whatever approach you choose, remember that you have about 30 seconds to hook your audience. He recommends talking about a shift or a relevant change in the world rather than a problem, as according to him your prospects will be more likely to open up and allow themselves to relate to a change rather than an issue. Andy Raskin, who specializes in strategic messaging and positioning for brands, cites Zuora's slide deck as an example of the greatest sales deck out there that is built on a successful sales narrative. State the problem that your company aims to solve straight away. In other words, go right into the most important part. In the words of the former chief evangelist at Apple, Guy Kawasaki, your presentation has to start with the “shock and awe”.
ANDY RASKIN BEST SALES DECK EVER MEDIUM DOWNLOAD
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