One of the cool things I get to do as a sales coach is sit in on demos and presentations.

Unfortunately, MOST contain a fatal mistake!

They lead with things that force you to fight an uphill battle instead of things that answer the question;

Why should I care?

Carmine Gallo put it best in a recent article he authored for Inc.;

“It may come as shock, but your customers don’t care about your product, service, company, or idea. They care about themselves–their hopes, dreams, and quality of life. Tell them how your product will improve their life and you’ll have their attention.”

The late Steve Jobs was a master at answering the “Why should I care question”.

Whenever there was an Apple launch Steve would always lead with the “Why?”.

Sometimes the “Why?” entailed talking about the challenges with present technology. He would paint a picture of it in a way that it was the “villain” in the story. The Apple product was then introduced, in that key moment, as the “hero”!

Other times it was the simplicity of “A 1,000 songs in your pocket”.

Carmine Gallo points something out that underscores this point brilliantly;

“Few people recall how much storage was built in to the original iPod (5 GB), but they can recall that it made it possible to carry a thousand songs in your pocket; ‘1,000 songs in your pocket’ became one of the most iconic taglines in product history. But it started when Jobs asked a fundamental question–why should Apple’s customers care about a new MP3 player?”

And with that, let me ask you;

Why should your prospect care?

Now get out there and lead with that!

One more thing . . . 

Demos and presentations are a form of storytelling, NOT some feature/benefit info dump!

Come join us for The 7 Stories EVERY Sales Rep MUST Tell on October 11th, at 11:30 am EST!

Here’s what you’ll gain by joining us;

• The 7 Frameworks For Compelling Stories.
• The 7 Sales Stories.
• The 5 Things That Add Credibility To Your Stories.
• The Technique I Use To Remember EVERY Story In My Arsenal.
• How To Use Stories When You Prospect.
• How To Take A Complex Selling Point And Use A Story To Make It Easier To Comprehend
• How To Use Stories To Sell Change In An Organization
• How To Captivate Your Prospect With Your Delivery.
• How To Leverage The “Theme and Variation” Tactic.

When?

Thursday, October 11th, at 11:30 am EST.

Can’t Make It Then?

Sign up anyway and I’ll send you the webinar replay. View it whenever you’d like!

What Do You Get?

(1) 90 Minute Webinar

Worksheets

How Much?

$99

Click HERE to join us!