#GREATEST SALES DECK ANDY RASKIN FULL#

The web is full of techniques, stories and systems that aim to teach you the key to success. No matter which approach you digest, there’s always another to absorb. How do you differ from your competitors? What makes you special? Tell them who you are while feeding their thirst for information. Then spell out how you solved a problem for a client recently. Do you have a niche business, a unique work model or unusual clients?Įxplain who you work with (home owners, business owners). Begin with a statement that draws the prospect in. Whatever you do, don’t begin by saying you sell insurance. Thirty seconds is all the time you have to “pique their interest.” So, do what modern Mad Men do – write a commercial. Manko wants you to imagine you’re in an elevator and a fellow rider asks what you do. Of all the agents selling virtually the same product, explain why you’re the one who can get them to their goal – whether you refer to it as the Holy Grail, the Promised Land or their objective.Īvery Manko, owner and founder of The Manko Company, encourages insurance agents to have an elevator pitch at the ready. Show your prospect how you can help them. Position your products and service as “magic gifts” to get there. You’re the expert who guides your Padawan (Star Wars) to the Promised Land. The prospect is the apprentice in the “hero” role and you’re the teacher. Rankin likens you and your prospect to characters in an epic film. Conversion will be rewarded by reaching what Rankin calls the Promised Land. Tell them that the future requires revision from the same tired process. Show the purchaser how a swiftly changing landscape affects them and why they need to act quickly so they don’t miss out (loser) on a new technology, procedure or product.Īt this point, don’t start talking about your product, says Rankin. They don’t like to depart from a sure thing to embrace the unknown. Talking about that change makes the prospect wonder what they need to address those changes.īuyers play it safe. Know what’s changing in their industry, company or personal life. We all have personal needs, fears and challenges. Talk to the person in front of you as a human being, not a buyer. The steps are fairly simple, but introduce a different approach to selling. Instead of bombarding prospects with endless – and boring - product specs, take a minute to think about how you can engage your prospect with intriguing possibilities.īlogger Andy Raskin found “The Greatest Sales Deck I’ve Ever Seen” in a Zuora ( ) presentation. The data stories lead to better questions and highlight the need for better solutions.Your pitch can make or break a sale. And in this shift, they want to engage their customers in data-driven conversations about topics that are important to them. Rather than leading with the features and capabilities, their sales leaders are more focused on consultative selling. and connect with HR leaders about how their technology products can help. One of our Juicebox clients sells complex education and talent management solutions. We work with sales leaders all the time who are discovering how data storytelling can improve their sales conversations: Makes complex data understandable and accessible to your prospects, positioning you as a guide. Presented in an interactive form that is easy to pass on to others in the organization.

The conversation becomes a two-way street as they are able to ask questions and get answers on the fly ĭeliver evidence that is customized to help justify the purchasing decision And as every salesperson knows, closing sales is built on a foundation of trust.ĭata stories provide a guided flow where the prospect becomes a co-pilot in the discussion rather than a passenger. In fact, the true value of data storytelling is far more personal: it is about building trust. It isn’t about trying to overwhelm your prospect with hard, numbers-based evidence of the value of your product. I want to emphasize: the value of data storytelling isn’t about bringing more data to the conversation. It provides benefits that traditional slide-based sales presentations lack:Ĭombining data-based evidence with emotional and anecdotal evidence.Ĭustomization of the data to reflect the world of the prospect.īrings flexibility to the sales conversation.

Sales pitches are better with data storytelling.ĭata storytelling is the presentation of data to communicate a message using the techniques of traditional narrative forms.

Greatest sales deck andy raskin