6/19/2023 0 Comments Greatest sales deck andy raskin![]() So what makes a brilliant sales deck? Luckily Andy Raskin, the man behind some of the most successful investor pitches in Silicone Valley, has officially awarded the title to the “Greatest Sales Deck Ever” to Zuora and has pin-pointed why it’s so good. I thought to myself, this is actually a great sales deck and one of the best examples I had seen. While most companies can tell you what their company and products do, they don’t know how to make it relevant as well as engaging. What was different about this company’s sales deck is that the first slide warned of an issue that until now, I didn’t know that I needed to solve - the need to maintain good office hygiene in order to minimise employee sick leave. At this point, your prospect has already formed their first impression and won’t change their minds. Traditional pitches may start with introducing the history of the company, why they are so good, then list their products, features and benefits. Before this initial meeting I had dismissed it as merely a quick meet and greet, however on presentation my opinion changed within 2 slides this company’s sales deck, effectively convincing me that sanitary services were in fact neither boring nor irrelevant. She happily shares her life with husband Ron, daughter Cate and sage cat, Sophie, who grudgingly shares her home with the newest member of our family – Nieko, our new kitten.After many years of seeing a parade of account managers pitch all sorts of services to our business, it was a hygiene disposal company that did the job of attracting my attention, then maintaining it and ultimately winning our business. She writes fiction and enjoys amateur photography. Tamera Shaw is a freelance writer for Insured Solutions based in Louisville, Kentucky. There are seminars and conventions where experts tell you how they achieved their goals.īut if you never lose your curiosity, you’ll find something that works for you.įor more information about Insured Solutions, contact go to our website, View Insured Solutions’ Agent FAQs at. 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. ![]()
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