25. the choosing
printing
products
process
things to getting exposure designing
watch out for corporate products
for brands using
gifts, gimmicks,
and giveaways
the pricing
printing
products
process planning &
timing
25
26. the choosing
printing
products
bait & process
switch
internet
scams rush fees
things to getting exposure designing
watch out for corporate products
for brands using
setup shipping
charges charges gifts, gimmicks,
and giveaways
the pricing
printing
products
process planning &
timing
26
28. 5. Establish
the WHY
behind your
talk...
make it
IMPORTANT
28
29. 1. Objectives Setting (10 minutes)
opening with WHY
A.Why are you here?
B.What do you hope to have by the end of the day?
is the best way
C.Where are you stuck? to go - then get
D.What have you tried?
into WHAT, and
2. Strategy (1 hour)
A.Business Model finally HOW
B.Sales Funnel
i. Chez Badeaux as an example
ii. Come up with each of their sales funnels
3. Identify ProďŹtable Target (& How To Reach Them) (30 minutes)
A.Where to ďŹnd them?
B.Idenitfy organizations
C.Where do they congregate?
D.How can you get in there?
E.WhatĘźs their PAIN? What can you teach them?
...and so on.
29
30. Easy Breezy Basic Structure
1.WHY
⢠Position why itʟs important
⢠What do they stand to LOSE vs. what they can GAIN
2.WHAT
⢠What youʟre offering / teaching, the overview -
introduce any âmental shiftsâ here (i.e., âyouĘźll have to
change the way you think about talentâ)
⢠Position with respect to VALUE and OUTCOMES not
process
3.HOW
⢠Teach what youʟre going to teach
4.RECAP
⢠Highlights (VERY QUICKLY)
30
35. â...If you focus on logic,
numbers, reasons and rationale
when you sell, youâre putting half
your clientâs brain to sleep... [the
half that makes decisions]â
StorySelling for Financial Advisors: How Top Producers Sell
(Scott West & Mitch Anthony)
35
52. Use Questions
1. "Without
Socrates, we
wouldn't have the
Socratic Method, the
greatest way of
teaching things known
to man (apart from
juggling chain
saws.)"
52
83. Your brand is
most readily
conveyed by
what you wear
(& how you
wear it). Make
sure itâs aligned
with your brand
when you are in
public, especially
when youâre
speaking!
83
84. By the way...
that doesnât
mean BORING.
In fact, having
some âflairâ
will make you
memorable AND
approachable.
Just make sure
itâs aligned with
who you are
and what your
target needs.
84
95. Or do even
better &
record
yourself on
video
(tripods are
cheap and
universal to
all cameras)
95
96. www.MichelleVillalobos.com
Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved.
To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click âContact Usâ.
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