“If you incorporate those things into your presentations and proposals, you’ll be more relevant, you’ll be more compelling and you’ll generate more urgency.” – Lisa McLeod in today’s Tip 528
How will you make your presentations and proposals more compelling to the customers?
Join the conversation below and learn more about Lisa.
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from the incredible Lisa McLeod and she’s self introducing, so I’ll just let her take it away:
Lisa McLeod: Hi, I’m Lisa McLeod. I’m the author of Selling with Noble Purpose. And I want to give you a quick sales tip that will make your presentations and proposals more compelling to the customers. We call these the big five. Five words that you can use to organize any presentation or any proposal that will make it land with customers. And these five words. First, environment. In any presentation or proposal, make sure you summarize the customer’s environment, not your product, but what’s actually going on in their marketplace. That tells them, “Oh, this person really gets it.“ Then, state the customer’s goals. The customer’s goals or not they want a smooth implementation. There’s some business objectives that they’re really trying to accomplish. More market share, more stickiness with their customers, whatever it may be. State the customer’s goals. Then state their challenges. What are the challenges they face along the way to accomplishing these things? That gets you in the customer on the same page. And then after you’ve described your wonderful solution, make sure you show the customer what success looks like and what lack of success. You want your customer thinking, “If we do this, here’s what can happen, and if we don’t, here’s the risk.” So the big five environment goals, challenges, what success looks like, and what lack of success looks like. If you incorporate those things into your presentations and proposals, you’ll be more relevant, you’ll be more compelling and you’ll generate more urgency.
Scott Ingram: For more about Lisa and for a link to her book: “Selling with Noble Purpose” just click over to DailySales.Tips/528
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!