New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

by Mike Weinberg

Slide 1: Title Slide Slide 2: Suggested Agenda Slide 3: Companies Turn to (Insert Your Company Name) When . . . (Here you’ll want to grab three to five relevant bullets from the “client issues” section of your power statement.) Slide 4: Our Understanding of Your Situation . . .(List several items you

have learned from

discovery work up to this point.) Slide 4 is absolutely critical because this is where we transition from the generic, broad statements in slide 3 to the prospect-specific issues we have uncovered prior to making the presentation. It’s our oppo...

we can learn, even right here in the midst of a supposed “presentation,” the better we are able to customize our pitch.

salespeople fail because they mistake presenting for selling. Presenting is not selling; it’s only a part of the sales process. Many salespeople

lazy and don’t want to put the hard work into researching accounts, developing relationships, and performing the necessary heavy lifting and discovery work before making a presentation.

you have not completed enough discovery work to be able to list a handful of bullets describing the prospect’s current situation, then you have absolutely no business conducting a presentation. The

like to take the first fifteen minutes to get a handle on why you invited us in and what you’re facing in your business today—including

threats, opportunities, shifts in the marketplace. And if you’re willing, we wouldn’t mind hearing about your experience with the current or previous agency.

based on what we hear, we will be able to spend the remaining time presenting our best and most appropriate stories, examples, and methodology, and we can skip over areas we don’t think would interest you.

if that’s okay, let’s do this: I’m going to ask Stephanie, our CEO, to take just three minutes and share the highlights of our agency, why she started the company,

and the reasons many of our clients selected us to help grow their business. Then we’ll spend some time asking a few questions and hearing from your team so that we can decide, on the fly, what makes the most sense to present. We have found...