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Storyline #3 - The Sales Pitch

Lesson 12 from: Create and Design Memorable Presentations 

Andrea Pacini

Storyline #3 - The Sales Pitch

Lesson 12 from: Create and Design Memorable Presentations 

Andrea Pacini

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Lesson Info

12. Storyline #3 - The Sales Pitch

Lesson Info

Storyline #3 - The Sales Pitch

in this lesson, I want to introduce the sales pitch Now, if you think about it, all presentations are selling something, of course, if you're selling a product or a service, that's great, great storyline for you, but even if you're not selling a product or a service, maybe you're selling an idea, you want to persuade the audience, you want to inspire them, you want to motivate them, you want to move your audience to take action. So all presentations are selling something and so if that's the case also for you, consider this approach now, the typical sales speech is problem solution call to action now, think about it, Especially when your interests are not as the presenter are not 100% aligned with the interests of your audience. Consider including instead of jumping straight from problem to solution, consider including a wrong solution why? Because you need to satisfy the analytical part of people's brain. Now we all have an analytical part of our brain which makes it very hard for us ...

to accept change, but remember that's exactly what you want to do, especially in a sales presentation, you want to change your audience, you want to change something in what they believe in what they feel and in what they do. But we all have this analytical parts of our brain which makes it hard for us to accept that change immediately, and that's why you want to include a bad solution in between and then think about it, what if you go from problem to a bad solution and then you include another bad solution and then finally you reveal your solution. If you do these, you do then satisfy the United States or parts of our brains. Now I know for a fact, I'll share with you an example. There are many salespeople who, especially in the States industry, they sell houses what they do when they're well trained, they have a conversation with you, maybe with you and your partner and so they know what you're looking for and they make a proposal and often the first proposal is not what you're looking for, it's different, it's a bad solution and then they come back and they make another proposal. And the second proposal often is exactly what you're looking for, but too expensive. Again, another bad solution. And then finally they give you exactly what you're looking for at the right price, why do they do this? Because they know that they need to satisfy the analytical part of your brain. If they come to you immediately with your solution, you will ask them, can I see something else? Do you have other options for me to see? But instead, if they take you through this journey, they know that by the time they give you your solution you are ready to buy. So here is the sale speech that we recommend problem, a couple of bad solutions, your solution and then a call to action. So if you're selling something, a product, a service an idea, especially when you see that there might be some tension between you and the audience when your interests. I'm not 100% aligned. Consider this version of the sales speech, and now, in the next lesson, I want to introduce another possibility, the board presentation. I'll see you there.

Class Materials

Bonus Materials with Purchase

Exercise #1: ABC - Understanding Your Audience
Exercise #2 - Define Your Objective
Exercise #3: ATR - Brainstorm To Find Your Key Messages
Exercise #3: Mind Map - Brainstorm To Find Your Key Messages
Exercise #3: Traffic Light - Brainstorm To Find Your Key Messages
Exercise #4: 70 Words
Exercise #5: Storylines - Develop Your Storyline
Exercise #6: Storyboard - Sketch and Design Your Visuals
Recommended Reading

Ratings and Reviews

julie haskett
 

I was just beginning to create a series of presentations when I noticed this course. Serendipity! I thought I knew what I was doing, but learned some great techniques. More importantly I learned what NOT to do. Now I have much more confidence in the process.

michal babula
 

A lot of useful information.

Sara
 

Exceptional course. Very well organized and taught. The course was engaging and practical, with clear actionable approaches, examples, and activities from beginning to end.

Student Work

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