After the “Stadium Pitch.” Last week’s Monday Advantage discussed the personal benefit statement. People naturally want to put together a dynamic presentation that motivates others. Think about your business process in three steps. Envision it as the early stages of a baby’s life. What is each stage: the first stage, the second stage, and the third stage? Think of the sales conversion process.
Each phase. What do you do in the sales conversion? You most likely diagnose. In the fulfillment phase, you come through on your promise and offer a solution. Finally, you make sure it was implemented right. You diagnose a problem, offer solutions, and then the team is organized and the plan is implemented. You can present it using three words, “I create, I maintain, I certify that my clients get the best value.”
Think of your process. What three words describe the way you sell (not what you sell)? What are those moving parts? Example: If I sell in a consultative way, what are the three moving parts that describe how it’s done? Present it in threes. “Three Blind Mice” The area codes are in threes. People love threes. Go with that. Next week, we will talk about transition.