Selling is an art, with the nuances of a science. I conducted this workshop for the marketing and sales team of a few clients. Have a look and let me know if it helps.
Inspiration: Steve Jobs
7. TECHNIQUE #2
THE ONLINE LINE HEADLINE
• “THE WORLD’S THINNEST NOTEBOOK”
• SINGLE SENTENCE DESCRIPTIONS
• BIG PICTURE >> DETAILS
• PRODUCT POSITIONING
• CAN YOU DESCRIBE IN 140 CHARACTERS?
10. TECHNIQUE #3
INTRODUCE THE ANTAGONIST
• GREAT BRANDS AND RELIGIONS
• VANQUISH A SHARED ENEMY
• A COMPETITOR WHO WANTS IT ALL
• A PROBLEM WHICH NO PRODUCT CAN
SOLVE
• CREATE A VILLAIN AND THE AUDIENCE
WILL RALLY AROUND A HERO
11. “
WHY SHOULD I CARE?
SO YOU SELL A TIME MACHINE, WHY SHOULD I CARE?
”
13. TECHNIQUE #4
FOCUS ON THE BENEFITS
• SELL THE BENEFIT, NOT THE PRODUCT
• CLEAR AND CONCISE
• ‘IT IS TWICE AS FAST, AT HALF THE PRICE’
• ‘10 REASONS WHY YOU’LL LOVE THE MAC’
• NOBODY CARES ABOUT YOUR PRODUCT
• WHAT DO THEY CARE ABOUT?
16. TECHNIQUE #5
THE RULE OF ‘3’
• ‘THREE STORIES OF MY LIFE’
• ‘THREE PRODUCTS INTO ONE’
• 3 IS MORE DRAMATIC THAN 2
• 3 IS MEMORABLE
• FOR THE REST, VISIT www.website.com
22. TECHNIQUE #7
SELL DREAMS, NOT PRODUCTS
• PEOPLE HAVE DREAMS AND AMBITIONS
• BETTER COMPUTERS OR A BETTER WORLD
• PASSION, EMOTION AND ENTHUSIASM
• A SENSE OF MISSION
• WHO DO YOU MAKE THE PRODUCT FOR?