So far you’ve learned:
How to get an appointment with almost 100% of the prospects you talk to.
Today BigAlBob, you’ll learn:
Lesson #3: Getting your presentation down to
one minute.
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How are you going to be able to give an entire presentation in only one minute???
There are only two ways to get your presentation down to one minute.
1. Learn to talk really, really fast.
2. Take some things out of your presentation.
Let’s work with taking some things out of your presentation.
Most of our presentations are filled with facts, figures, and information.
But if a prospect is not going to join, does he need to know all of those facts, figures, and information?
No.
And if a prospect is going to join, the prospect can learn most of those facts, figures, and information later in training.
For instance, if you talk about your company, you can take out the name of the company founder, the company founder’s credentials, the names of the board of directors, the profit and loss statement for 1994, the number of new distributors sponsored in May of 2004, the size of the executive conference table, and we don’t have to read every article ever written about how wonderful the company is.
And yes, we don’t even have to show the PowerPoint slide that shows a picture of a window on the second floor of an office building.
Whew! That’s a relief.
Because if the prospect is not going to join, he doesn’t need all that data.
And if the prospect is going to join, well, all this information can be taught at training.
If you talk about your products or services, you can take out the name of the rock formation in China where the special herb is grown that is picked by Leprechauns at midnight when the dew point is just right, the number of bauds per square inch of data stream transferred on your broadband, the type of ink that is used on the label, the number of employees who wear lab coats on Thursday afternoons, the 650 testimonials, the 44-page research report from the University of Wisconsin, etc.
Because if the prospect is not going to join, he doesn’t need all that data.
And if the prospect is going to join, well, all this information can be taught at training.
And what about all the time we spend describing the compensation plan?
Do you describe the qualifying volume, the bonus volume per product, the number of qualified customers needed to advance to the next rank?
And do you mention every position in the compensation plan?
==> Let me ask you this:
Did you understand your company’s compensation plan the first time you heard it?
Probably not.
And do you really understand it even now?
In many cases . . . no.
So let’s take out the compensation plan. This will work for most prospects. The exceptions are the engineers, accountants, and trivia collectors.
Because if the prospect is not going to join, he doesn’t need to know all the details of the compensation plan.
And if the prospect is going to join, well, all this information can be taught at training.
By taking out all of these facts, figures, and information, we can now get our presentation down to one minute.
==> But what information does the prospect really
want to know?
Team V.A.Y.A. Training Site 