How to sell better: 5 steps by John Harrison & Andy Raskin
Want to be better at pitching? Steal from the 5-Step breakdown of Elon Musk's Powerwall Pitch: Here it is in short [order is crucial]: 1/ Name the enemy Start by highlighting your customer's struggles, identifying the root cause, and discussing the implications, rather than starting with your solution. 2/ Answer “why now?” A lot of people are sceptical of change, especially when it comes to changing longstanding behaviours. Why do people have to do this now? You need an answer to that question. 3/ Show the promised land Prior to discussing how your solution is delivered, make sure you do this first. It is not the promised land that is the punchline. 4/ Identify obstacles An obstacle is really a need, a concern, or scepticism. Explain how you will overcome the obstacles your audience is likely to face. 5/ Prove the outcome You should show how your solution transforms lives. A final nail in the coffin for sceptics. I am thinking to use this system to reorder, and rephrase my proposal deck, apply it to new copy/outlines… Based on two amazing reads from Andy Raskin & Newsletter from John Harrison (copywriting.io): https://medium.com/firm-narrative/want-a-better-pitch-watch-this-328b95c2fd0b https://medium.com/the-mission/the-greatest-sales-deck-ive-ever-seen-4f4ef3391ba0