After having this blog sent to me for the third time in a month by people I respect, I knew I had to share it with you. How we initially get in the door and have a compelling conversion with a prospect is perhaps one of the hardest things to do in sales – and I don’t think it gets enough attention. I have to agree with the author, Andy Raskin whom I’ve not had the pleasure of meeting, that this IS perhaps the best deck I have seen – at least when it comes to an initial call. Check it out at the following link:

https://www.linkedin.com/pulse/greatest-sales-deck-ive-ever-seen-andy-raskin

If I were to summarize the attributes of this deck it would be as follows:

• It’s short (less is more) and simple because Buyers or Prospects like it simple
• It’s about the Customer (or Prospect) versus us
• It doesn’t focus on a problem or pain because nobody likes to talk about problems or pain
• Rather it paints a picture of what the future might look like when the problem or pain is gone
• It highlights the benefits over the features themselves
• It provides evidence of Past Value Delivered to other Customers

For those that have been following my writings, the cadence and flow of this deck is a great lead into the Proposal and then the Joint Business Plan after we win the business.  I hope you enjoy!