Mar 11, 2020
Paul shares four tips to help you build a better sales pitch. But before building your sales pitch, you must gain an in-depth understanding of the customer’s needs.
Show Notes:
To build an effective sales presentation remember the four P’s: Personalize the message, build perceived value, demonstrate performance value, and use proof.
“The buyer must feel like your solution was created specifically for their needs.” The more personal to the buyer, the more likely they are to buy.
Build perceived value by using positive focus words. Focusing on gains will compel the buyer to act.
“Understand your buyer’s needs and then ask yourself these three questions to prepare your presentation…”
“People value proof more than opinion.” Too often salespeople make unsubstantiated claims while attempting to persuade the buyer.
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