Shark Pitch · How to Sell Anything in Three Easy Steps Even If...You Hate Selling by Green, Dennis -- Read -- Imperial Library of Trantor

Index

The Purpose of This Book

Why Your Product Is More Powerful Than Your Pitch

1. How to Create an Irresistible Three-Step Pitch

The Simple, Effective Three-Step Pitch Let Your Product Introduce Itself Imagine Your Pitch as a Silent Movie Selling Is Serving Don’t Assume You Know What Buyers Want to Know Empathy Selling Shows Respect Chapter Takeaways

2. Is Your Product Worth Pitching?

Is the Problem Your Pitch or Your Product? Good Products Are a Pleasure to Pitch Don’t Repeat Our Early Mistakes Simple Products Are Easy to Pitch Is Your Big Idea Viable? Why It’s Dangerous to Fall in Love with Your Big Idea What Type of Entrepreneur Are You? Why You Need to Learn Before You Launch An Introduction to Testing Your Idea Keep Others Informed of Your Progress Chapter Takeaways

3. Be Prepared to Pitch

Pitch to Engage Rather Than Persuade Study Your Target Before You Pitch Be Prepared to Respond to Objections and Challenges Make a Buyer Want to Take Your Calls Chapter Takeaways

4. Don’t Make Pitching a Dirty Word

Qualify Your Customer Make Your Product Fit Your Customer This Is Not About Instant Riches Pitching Retailers Is Not Like Pitching in the Shark Tank You Need Advocates to Work for You How to Find a Sales Rep Chapter Takeaways

5. The Pain Piece of Your Pitch Formula

The Three Pillars of Pain The OXO Ice Cream Scoop Example The Scrub Daddy Sponge Example The Sneaker Balls Example Chapter Takeaways

6. The Pleasure Piece of Your Pitch Formula

How Apple® Products Create Pleasure Form Also Differentiates Your Product Cutting Boards Are Bought Based on Their Form How Distinctive Shape Can Be a Reason to Buy Use Distinctive Form to Engage the Buyer Chapter Takeaways

7. The Emotional Piece of Your Pitch Formula

How Products Express Our Needs Maslow’s Theory of Human Needs Maslow’s Hierarchy The Difference Between Solving Problems and Satisfying Needs Stress the Needs Your Product Satisfies Be Sure Your Product Fits Your Customers’ Needs Make Your Product a True Alternative Chapter Takeaways

8. Pitching to Consumers on QVC

Required Benefits The Subconscious Triggers in the Benefit Triangle How We Pitched Pleasure Benefits to Sell ExtraLife How We Pitched Emotional Benefits to Sell ExtraLife Frame the Pitch to Match Perceived Needs How We Tested Different Pitches The Missing Piece of the Pitch Puzzle Chapter Takeaways

9. How to Test Your Pitch

A/B Testing Two Pitches On-Air Chapter Takeaways

10. The Pitching Power of Being Unique

Being Unique Depends on Context How to Use Context The Advantage of Multilevel Uniqueness Chapter Takeaways

11. How to Frame Your Product and Pitch

Framing and Positioning Pick a Feature or Quality to Frame Framing Is Not Manipulating The Cool Frame Chapter Takeaways

12. The Hard Part of Pitching Unique Products

Does Your Product Fit an Existing Category? Two Types of Unique Practical Problems for New Categories Unique Products Pros and Cons Chapter Takeaways

13. Take the Next Step to Learn More Acknowledgments