The Introduction

Quick reference

• 00:04 In this video, we're gonna go into step six, the presentation.
• 00:08 This is where you actually get to go through and shine as a salesperson.
• 00:14 So now is the time where we take all the research you've done,
• 00:17 all the questions that you've asked, all that information.
• 00:21 Now, you get to present your product or service to the actual client.
• 00:26 Now depending on what you're selling and depending on your sale cycle,
• 00:30 all of this can happen in a matter of minutes or
• 00:33 all this might happen over the course of an hour.
• 00:37 So all depends on what you're selling and
• 00:38 the debt of influence that you need in order to sell that product to service.
• 00:43 So, let's jump in.
• 00:44 The first part of your presentation which is crucial is the introduction,
• 00:47 the introduction.
• 00:48 Now if you are doing a sit down, let's say, you are selling yourself for
• 00:52 real estate or you're doing loans or something or insurance where you
• 00:56 are siting down face to face with somebody and it could be anything.
• 01:00 You wanna have a great introduction.
• 01:02 So the first part of your introduction, we call the bold promise.
• 01:07 The bold promise.
• 01:08 What's the bold promise that you are going to deliver through your product or
• 01:11 through your service?
• 01:13 So, that is something that's completely elevated.
• 01:16 And in some cases, it might be hard to believe, but
• 01:20 it something that grabs their attention.
• 01:23 But this is very important, your bold promise has to be true.
• 01:26 So my bold promise for my company, for example is what if there was a way
• 01:31 to grow your business 100 to 300% in 12 months or less?
• 01:37 My executive coaching clients have done exactly that.
• 01:42 So boom, did I grab your attention?
• 01:45 Is it true?
• 01:46 Yes.
• 01:47 So you wanna make sure that it's absolutely true, nothing exaggerated, but
• 01:51 what is something that you have delivered in the past or
• 01:54 something that you're striving to deliver for your clients?
• 01:57 Is that makes sense?
• 01:59 What is your road promise?
• 02:00 And I like to do it in a form of a questions,
• 02:03 what if there was a way to x, y, z?
• 02:07 What if we could increase your sales by x, y, z?
• 02:12 What if we could help you retain x amount of the customers.
• 02:16 So, whatever it is that's that gold promise.
• 02:19 Make sense?
• 02:20 Good.
• 02:21 So, let's go on to the second thing.
• 02:22 Second thing is your CCD.
• 02:24 What does CCD stand for?
• 02:25 Your clear concise description.
• 02:30 So you may have done your CCD in the beginning of your report building, but
• 02:34 you definitely want to have it here in your presentation.
• 02:37 Clearly, who do you help?
• 02:40 What do you believe about helping them?
• 02:42 What do you help them achieve?
• 02:44 So, you wanna put that in their right after your ball frost.
• 02:48 Now people ask me all the time, should I use a visual aid or should be a brochure,
• 02:52 should I be an iPad?
• 02:53 I mean, it doesn't really matter.
• 02:55 So for me, when I do my presentations, I use pad and paper.
• 02:59 And if I'm doing a live presentation, I'll use like a PowerPoint slide or
• 03:03 a keynote slide, something like that.
• 03:07 So you have to decide what it is for you, because some people are visual and
• 03:10 they like to see something.
• 03:12 So whether it's a brochure or whether it's a PowerPoint presentation,
• 03:16 or whether it's just you talking.
• 03:19 So this is how it works, even a pad and paper and a pen.
• 03:24 And sometimes, I'll take the pad where I wrote down all the different things that
• 03:27 they're looking to accomplish and
• 03:29 I'll just tell them how my service helps them accomplish those things.
• 03:33 Does that make sense?
• 03:33 Okay, good.
• 03:35 So your bold promise, you want your CCD.
• 03:37 Next, you wanna tell them a little bit about you,
• 03:40 maybe a little bit about your company.
• 03:43 And so that's your background, your background.
• 03:48 So, what do I mean?
• 03:50 You want your client to know that you are an expert,
• 03:53 because you've been studying your product, your services and your industry.
• 03:58 Past, present, future.
• 03:58 What is your industry doing in the past?
• 04:01 What's your industry doing right now?
• 04:03 And what's your industry doing in the future?
• 04:05 And what does that mean to your client?
• 04:08 So, there's a little bit of education here.
• 04:09 You've been probably sent them some educational things, some videos,
• 04:13 some white paper, some emails.
• 04:15 So, all of this now culminates here in your presentation.
• 04:19 Okay, good.
• 04:20 So you're background, what I'd like to do is pick one or
• 04:23 maybe two things of the best things that you've ever done.
• 04:27 So that might sound like if you're selling airplanes, you might say, you know what?
• 04:32 We sold a fleet of airplanes to Boeing and it was absolutely amazing.
• 04:39 We helped increase their revenues by x amount or whatever.
• 04:43 So, what is the biggest thing you've done in your career or
• 04:47 something that's notable?
• 04:49 So you tell them at least one thing, maybe two, but
• 04:53 you don't wanna tell them everything you did in your whole resume.
• 04:56 Why? Because their brain is gonna do,
• 04:58 it's gonna take an average of all those things.
• 05:00 Some things are not so great that you did or maybe they were okay.
• 05:03 Some things were amazing that you did, but
• 05:05 what happens is they're gonna take the average of that.
• 05:08 So, you lose the real juice of what makes you an expert.
• 05:11 Is that make sense?
• 05:13 Okay, good.
• 05:14 So tell them the best thing that you've done with your company or
• 05:16 that your company has done, or that you've done with your company.
• 05:19 So if you're a new salesperson and
• 05:21 maybe you haven't had a lot of success in that industry yet, use your company.
• 05:26 You can even use other salespeople's testimonials.
• 05:29 That's the next thing is social proof.
• 05:35 After background comes social proof.
• 05:37 What do I mean by social proof?
• 05:39 You wanna show them examples of your other clients that you or
• 05:42 your company has been able to help, to help them overcome that challenge,
• 05:47 to help fill that void with their solution, so that they can relate.
• 05:51 So if you have somebody in the same industry as them, even better.
• 05:55 So I had a client that I was doing some sales training for and they have hair care
• 05:59 products, and their hair care products help make your hair thicker.
• 06:04 So this is a hundred million dollar company,
• 06:06 these guys are really trying to get to the next level.
• 06:09 So, what end up happening was the stories where actually unbelievable.
• 06:15 It was such a big sales process.
• 06:16 Because unfortunately, women who had gone through cancer needed their hair to grow
• 06:21 back and they uses that product and what they're found
• 06:24 was had this product help the cancer patient really grow their hair back.
• 06:29 Sometimes even thicker than it was before.
• 06:31 That's powerful, sharing those stories.
• 06:34 There's emotion in those stories and
• 06:36 these stories really help paint the picture of what you can do for them.
• 06:40 Is that make sense?
• 06:42 So ask yourself, what's a client that you got a result for,
• 06:46 that really helped get them to the next level?
• 06:50 So for example, I have a client that I did one on one coaching with and
• 06:55 she had a great business.
• 06:57 It was a gym and they were trying to grow their membership,
• 07:01 so we implemented a lot of the things we're talking about here.
• 07:06 And in six months, she doubled her revenue.
• 07:09 It was amazing.
• 07:10 It was actually less than six months.
• 07:12 She doubled her revenue by doing a lot of the things that we're talking about
• 07:15 right here in this program.
• 07:17 So you wanna show social proof of whatever it is for you, a testimonial, a story.
• 07:23 And again, if you're new to your company or if you're new in the sales industry,
• 07:26 use somebody else's story.
• 07:28 Somebody else's example, because the story is the story and that's really gonna help
• 07:32 paint the picture of what your product or service will do for that person.
• 07:37 Good, so let's recap.
• 07:39 Step six, the presentation.
• 07:40 You start with your introduction.
• 07:43 Start with your bold promise.
• 07:45 Something that really is going to grab their attention.
• 07:48 Something that's true and verifiable.
• 07:51 So make sure that you're not just making up things buy in the sky, but
• 07:54 you want something to grab somebody's attention.
• 07:57 Next thing, you want your CCD, your clear and
• 08:00 concise description of what it is you do.
• 08:03 Who you help?
• 08:05 What you believe?
• 08:06 We know what that is.
• 08:08 Next, your background.
• 08:08 Tell them a little bit about your background,
• 08:10 it could be a little bit about education.
• 08:13 The biggest deal you did,
• 08:14 the most significant impact that you made on a client with your product and service.
• 08:19 And then finally, social proof.
• 08:21 Get a testimonial, tell a story.
• 08:23 And the best stories are when you get a client that similar to them,
• 08:26 similar backgrounds, similar industries, similar challenge and
• 08:30 how you helped that person overcome that challenge, you or your company.
• 08:35 If you're new to the industry, get examples from other salespeople.
• 08:38 Get examples from what your company has done.
• 08:42 So that's that first part, the introduction.
• 08:45 Great job, I'll see you in the next video.

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