The best story gets the sale
How to be a great storyteller
Every good story should have four parts:
The four story genres:
Your mindset creates your reality
How a prospect sees you: the steps from Invisible to Irresistible
The self-esteem roller coaster; what it is and how to get off of it
Letting go of perfectionism and becoming a progressionist
How to conquer the three faces of fear
Living in the now; stop living from a place of “as soon as”
Pushing your way in versus being a welcome guest
Becoming your own Pitch Whisperer™
Empathy as a sales tool and how the FBI uses it
Three personality types of buyers: Feeling, big picture, information
Emotional triggers for buyers: Believer, bean counter, and builder
Recognize and express connections between your company culture and your client’s
How to get up the mood elevator
When to replace “we” with “you” in pitches
Three unspoken questions you need to answer for the client when you pitch:
Right brain versus left brain and two powerful words to get into the right brain: “What if…”
Future pacing your client
What are you willing to do that your competition is not doing?
Edifying your team members in a pitch
Structuring your pitch: Tell your story, the company’s story, then your product’s story
Stacking your moments of certainty to gain more confidence
The equation: Insight+Passion=Impact
The dance from “no” to “yes”
How to recover from rejection (personally and professionally)
Tools for overcoming objections: Pause, slow down, talk less, clarify with questions
How to show empathy when faced with an objection
Active listening; before and after a question
How to win back a client
Getting to Irresistible
What is your ROI (return on investment), ROA (return on attention) and ROW (return on wisdom?)
Five principles of success:
Keys things to remember for your presentation:
To that end, when you practice your presentation, keep these tips in mind to be a more effective speaker:
Become the Picasso of Pitches