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"Case Study: Deconstructing a Sales Pitch" by Michelle Villalobos

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Michelle Villalobos, personal branding strategist, takes you through a successful sales presentation - one with a 62% conversion to sale rate – step by step.

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"Case Study: Deconstructing a Sales Pitch" by Michelle Villalobos

  1. 1. Case Study: Deconstructing The Architecture Of A Successful Sales Presentation ByMichelle Villalobos (vee - ya - low - bos) 1
  2. 2. 2
  3. 3. Let’s deconstruct asuccessful sales process. 3
  4. 4. What it was: A 90-minute webinar called “Work & Play,Everyday: How To Create a Lifestyle Business” Concept: An educational presentation forour network. Test out a new idea... Lifestyle. Sales Objective: To introduce a new product: ALP 4
  5. 5. 1: Introduce &Establish Credibility 5
  6. 6. 2: Prepare For The Process& Make a Promise 6
  7. 7. start with theWHY 7
  8. 8. 3: Get Personal, Speak The Truth,Be Authentic, Tell Stories, Engage, Relate 8
  9. 9. 9
  10. 10. 6: Dig Into Pain Points... 10
  11. 11. 7: Gain Agreement Along The Way 11
  12. 12. then go to theWHAT 12
  13. 13. 8: Give The Answer - Big Picture 13
  14. 14. 9: Deliver VALUE. Be Generous. Establish Trust. 14
  15. 15. 10: Provide Answers & Deliver “A-ha” Moments 15
  16. 16. 11: Remind Them WHY. 16
  17. 17. 12: Did You Get Value? Gain Agreement! 13: Do You Want More? 14: Remind Them Of The Promise... 15: Set Up The Sale... Let Them Know! 17
  18. 18. 16: Build Up Anticipation Testimonials 18
  19. 19. 17: Voilá!! The Reveal. Excitement. 19
  20. 20. 18: But Wait... There’s More! Offer Bonuses. Create Urgency. 20
  21. 21. 19: Discuss VALUE First, Then PRICE. Work W ith Mic 2012 Pa helle cka ges & P (All Pac kages 1 00% Sa ric ing MIVIST tisfactio n Guara nteed) Michell e drive re helps clients & Michell Deliverin g A-Ha A e Villalo ! Mome venues . Her g teams (vee-y bos www.M nts that en reatest sell, ma a - lo w - ichelleV able c stre rket an bos) illalobo solution lien d s Miche ts to take im ngth lies in q promote them s.com lle deliv mediat uickly id s ers quic e actio n to ge entifyin elves, their b kly, som g solut usiness etimes ne ion es in just o rate results. C s and facilita and their cau ne mee lients a ting “a ses to ting, ca re ama -h ll or tra zed by a moments” STRATE ining se ssion. the ide as and GIC SES “Pick M SIONS ichelle idea g ’s Brain ” – Con WORKS to expe enerati o n sessio sultatio H OPS, TR rie n. to dete nce the valu This is an opp n and AINING strateg ic & FACIL endea rmine if you an e Mich elle de ortunity livers, a for you “Off Th e Shelf ITAT ION vors. Th d she a nd fo o ” Worksh day fo ere are re a go ffers th r her to sim od fit fo r her irteen “ op s & “free a manag ply not enou r delivere off-the Semina dv e gh hou future d, eith -shelf” progra rs – Mic way to ice” that floo the tsunami rs in th e people worldw er virtu ally or ms tha helle d her in of requ t have decide initially cons box, So ests fo r an es t a b li s h ide. Th ese trie in-perso n, to o been to conti ult wit this is th e d t ra d ve session n toward ue working to h Mich elle Sh e only audien ce will c k re c -and-true ses r 80,000 future w gether, ould y be both o rd s o sions h educa y av e ork. we will apply th ou ted AN o u k n o w y o D ente “ A-Ha!” is rtained u r Session You: Th Price: $ . session Price: $ e Onlin 3750 & – This is 250 Stop Dro e Brand up in whic a com wning proprie h Mich prehen Comm In Busin tary str elle ta sive str unicate ess Ca ategic ategic strateg ic obje discove kes you thro You’re Powerf ully (Wit rds and M ctive to ry mod ugh h Not Cra hout Be ichelle obtain el. You er If They zy... It’s ing A B guaran by ch Don’t L Just Yo don’t pay). tees yo the end of th oose 1 Persona OVE It, ur Perso nality T itch) include Examp u will a e sessio lity Mark It’s Just ype d: “ide les of chieve n, eting 1 SPAM genera nti strate it (or y Premiu 01 tion so fy new reven gic objectiv ou Netwo m Pricin g For P m e d ia urces,” ue stre es hav rking RO rofit for ou “fig ams e archite r b u s in ure out how ,” “find lead The Pe rfect 1 CKS! cture fo e s s ,” “ to use marketi ng plan r our n ew bu map out a social 10 Minu 0 In Sales: The ,” sine w e b s it tes & 1 First 10 a phon Your Ne 0 Days Second e call b and so on. Y ss,” “create a e twork Is Later s, The N objecti efore th ou and referral * Make Your Ne ext ve and e “A-Ha Michell Them B t WORT a follow ” sessio e will ha EG: Ho H up call n to es ve Seducin w To S tablish g (With to ens the * Work Your Irre top Selling & S Price fo ure satisfactio & Play sistible ta Price fo r ind n. * Doub Every D Persona rt Mivista r busine ividuals = $1,5 le Your Prices & ay... Bu ilding a l Brand ) WOW” sses = $ 0 compre Session 2,500 & 0 Hav e C LIFESTY lients Lin LE Busin hensive – The W up ed Up ess which y s OW is a ou cho trategic sessio longer, * Delive red wit To Pay With th ose n than more h partn e WOW 3 strategic a the “A Custom er written you ca nd/or ta -Ha!”, Worksh follow-u n opt ctical o in additio p repo to add bjective or idea ops – H na rt with s. that yo av e a receive l ideas, sugg the se a co ssion re mplete will de sign a u don’t see he specific problem a follow estions objecti nd bu re? Mic , issue ensure -up co and re sults p ves. Gu ild a p satisfac nsultati source lus rogram helle V tion. on to re s. You arante illalobo view re also Meetin ed. to ach s sults an g Facil ieve y d our Price fo Pric Michell itation Price: $ 4,950 r individ e for individua facilita e wro te the & Brain stormin uals wit ls = $2,5 tion (lite manua g Sess Price fo Price h write 00 your m rally! d l on c ions –  r busine for businesse -up = $ ee ownloa reative sses wit s = $4,5 3,500 your m ting both eff d it he re) meetin h write 00 & up eeting ective g -up: $5 ,500 & a prog goals, AND fu and can mak up ram ta prioritiz n. She e ilored to e yo will the outc ur issues and define omes y prepare ou nee www.M d. ichelleV Price: $ illalobo 2,500/d s.com | ay MIVIST A Delive ring A- Ha! Mo ments | (8 8 8 ) 531-383 0 21
  22. 22. 20: Assume The Risk. 22
  23. 23. 21: Ask For The Sale. 23
  24. 24. 22: Reinforce The Purchase. 24
  25. 25. Results• 62% Close Rate (on the webinar)• 5% Cancel Rate (thus far) 25

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