Epic sales strategy
What does EPIC Stand for?
Empathy, Problem, Impact and Call to action
What does a great pitch do or act like?
A great pitch tells a story and acts like a movie.
What does adding the "Ticking clock" do to your pitch?
Adds tension and makes it more urgent
Minimize text on the slides and use large text (Font)
The best pitches focus on what scenario?
The why scenario
What happens if you don't display empathy in your pitch?
They will disconnect with you
What are you creating for the customer?
A better life
What does adding scarcity do to your pitch?
What is the first stage in the customer jounrey?
The awareness stage
When starting a pitch what do you state?
Why you love what THEY do
What do you become when you positively transform a customers problems
An expert
What happens if you do not show transformation?
Your pitch is dead
What do you need to do if the clock runs out?
Have a plan B
What are two out of the four things you need to know when presenting cold?
Have a solid and intriguing story structure
Know where your client is at in the customer journey
Focus on the Why, What, and How
The best pitch focuses on the "Why" scenario
What does AAA ratio stand for?
Audio, Art, Action
Who is the hero in the story/pitch
The customer
How do you show vulnerability in your sales pitch?
By telling the customer about your winners and losers
What is a must for all 5 techniques?
They must be authentic
What does present visually mean?
Using symbols and images
What is one question to identify your prospects biggest pain points?
What is the biggest problem they’re facing?
What do they need to overcome to achieve their goals?
What wins and losses have they gone through?
What is the positive journey people experience with their solution?
Why is the sales person called the vehicle in the pitch?
Because they are the force that helps the customer turn into a better version of themselves
What is the goal for the end of your pitch?
A new beginning and a better life for them
What are the five techniques to use when making an against the clock pitch?
Create scarcity
Elevate status
Ticking clock
Competitive pressure (Client)
Competitive pressure (Your workers)
What are the 5 things you need to know to control the virtual room?
Follow your plan
Present visually
Be interactive
Have a call to action
Tips to refocus distracted prospects
What movies do Maury Rogow mention in the LinkedIn video?
Star wars, training day, avengers and frozen