によって Les Flammer 6年前.
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Power Messaging
When engaging with prospects, it is essential to highlight issues they may not be aware of that could threaten their core business objectives. By presenting these problems in a way that emphasizes their urgency and relevance, you create a compelling narrative that encourages prospects to re-evaluate their current approaches.
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5. Proof: Quick story how we solved the problem. Before vs. After 4. Contrast: new way to look at or address the problem --- tied to your solution.
>Different from current approach
>>>Requires Change 3. Impact: identify closeness and urgency of problem. Personal-Business-Financial 2. Pain: shock prospect by telling of unknown or under appreciated problem threatening core business objective. 1. Grabber: key industry fact or finding, relevant to a core business objective but is new and fresh to prospect. Proof Contrast Impact Pain Grabber Power Messaging Need to Guts to create constructive
tension and use to advantage Highlight specific painful
situation and make them urgent Help prospect see competitive
challenges in a new light Push prospect out
of comfort zone Distinct Point
of View Convince to consider making a change Challenge assumptions Grab attention Well-choreographed conversation Get Meeting Gain right to ask questions About problem that prospect is
unaware he has Something prospect doesn't know
