![]() ![]() ![]() Entice prospects with the “Promised Land”Īnother mistake many companies make is overloading prospects with information about their product or service without providing context. This simple trick works like a charm-I mean, who’d want to be a loser?ģ. Failure to adapt will result in a miserable future for them. In other words, adapting to this change will have a highly positive impact on the prospect. In behavioral economics, this is called loss aversion-a situation in which a person would rather stick to the current state rather than risk incurring a loss by making a change.Ī way to beat loss aversion is to demonstrate that the big shift in the world will divide people into 2 groups: winners and losers. This way, you’ll captivate your audience and make them stick around until the end.Įven though change gets people’s attention, sheer interest isn’t enough to get them to ditch the status quo. If you want to take your prospects from casual to engaged, you should navigate them through a story that contains 7 main elements. We found that the secret to making highly engaging sales decks is leveraging storytelling frameworks. They may either be unaware or unwilling to admit they have a problem, and putting them on the spot could have the adverse effect.Ĭhange, on the other hand, grabs people’s attention, especially when it directly affects them. Instead, you should begin by painting a huge shift in the world that creates a big urgency for your prospect to make a change and big stakes for choosing to do so.īy choosing this approach over starting with a problem, you’re mitigating the risk of your prospects getting defensive. One of the main mistakes most companies make is focusing on themselves right from the start. Present a shift that is happening in the world In his post, Andy Raskin argues that the reason why Zuora’s sales deck is so successful is because it swiftly leads prospects through 5 key elements of a sales narrative.ġ. 5 main elements of a winning sales narrative ![]()
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