The exact formula that I use to create a sales presentation that gets the buyer to make a decision (without being the slightest bit pushy)
Sept 12th, 2013 at 3 P.M. Eastern, Noon Pacific
Click here to register
Listen as I teardown a typical sales pitch and walk you through the fix. I’ll also cover how to hold the buyer’s attention. Over the course of your pitch it’s too easy for someone to get distracted from what you’re saying. I will cover the correct way to keep your buyer’s attention throughout your entire presentation.
Based on real science and proven through more than $500 million in deals, the Pitch Mastery approach will enable you to make great pitches, the kind that can make you a lot of money – starting now!
I have written and spoken extensively that the decisions we make in our business life are rooted deep in our evolutionary past. We came from a harsh world, where daily survival was difficult, and a key goal of life was immediate reproductive success. This made us fiercely competitive for scarce resources: food, shelter, tools and a mate.
Logically, we know we aren’t fighting for survival when we make business decisions, but the paradox is that we often behave as if we were in a survival pattern, even if we are just deciding on accounting software. A sense of survival immediacy can push a buyers’ focus into the here and now, and into making a decision.
So we need to frame our ideas and products to trigger a buyer to become fiercely competitive, as they would for other important and scarce resources. Click to continue…
Why do I feel I need positive feedback from the client at the end of my presentation?
This is called The Need for Action
Taking swift action that might not be called for is quite common in business, but much easier to study in sports. Consider the case of a soccer penalty kick. In this sport, goalkeepers must choose their action before they can clearly observe the direction of the kick coming at them. An analysis of 286 penalty kicks in top leagues and championships worldwide shows that the optimal strategy for goalkeepers is to stay in the goal’s center. To not move at all. Click to continue…
Every time you ask someone to buy your product, you are forecasting the results the buyer will get after the purchase. You are the forecaster. Only you decide which factors to include and which to exclude in this projection. If you, as the forecaster, are not careful to provide equal balance to the possibility of both gain and loss, the buyer becomes fearful you are skewing the forecast.
Buyers have a lot of experience hearing forecasts and projections from people like you.
Click to continue…
For 80 years it has been illegal to advertise for investors.
That has changed. The SEC voted to lift an 80-year-old ban on “general solicitation” for equity shares in private companies.
If you’re raising capital for your company, this is good news, right? How could it not be. You can now reach a large number of potential investors at a low cost.
Here’s 5 reasons this is a terrible idea. Click to continue…
INTEREST rates are very low in the developed world; this is part of a deliberate policy by central banks to encourage borrowing. It has also been seen as a way of boosting the stock market and thus as creating a wealth effect for individuals, and boosting confidence.
Let’s break this down into the most simple terms possible. First, if interest rates are now low because economic growth is slow (and it has been), then the future cash flows of public companies will be low.
So what? The second piece of information you need; low rates on bonds and cash investments make investors seek out the greater profit potential of equities. Click to continue…