1: The salesperson rips a piece of paper out of a notebook.
The piece of paper is the prop, Erik Peterson and Tim Riesterer write in their powerful book, Conversations That Win the Complex Sale.
The sales rep says: “Imagine that this piece of paper represents all the information that your salespeople need to communicate to their prospects about your company.
“The question is, how much of that information … continue reading
1: The competition isn’t always the competition.
The real competition is often the status quo. Or, doing nothing.
“When you’re facing any kind of decision that’s a bit complex, you’ll put off making that decision until you’re sure which choice is the best,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.
“Unsure about where they should invest their money, time, and … continue reading
To deliver a 3-minute pitch, must we dumb it down? Just the opposite.
Brant Pinvidic is a Hollywood producer who has sold more than three hundred TV and movie projects, including the mega-hit The Biggest Loser.
Pitching in Hollywood is no different from “raising money, convincing parents at the PTA meeting, asking for a promotion, marketing our company, and getting board approval,” he writes in his book The 3-Minute Rule: … continue reading
1: “My wife says you help people pitch their ideas. Do you think I need some work on mine?”
Brant Pinvidic was sitting next to Jeff. It was the start of a three-hour bus ride into the British Columbia wilderness for a heli-skiing adventure.
The two men knew each other through their young sons, who were friends at school.
“Well, I guess you’d say I run a plumbing company,” Jeff … continue reading
1: We are building a presentation. What is the most important question we must ask ourselves?
“How will they rationalize the decision to ‘buy in’ to my proposal?” Brant Pinvidic writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation.
Humans are the only species with the ability to rationalize.
“And it’s the basis and foundation for every decision we make,” he … continue reading
