Episode 115 - Powerful Three-Step Presentation Formula

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



Today we're going to talk about a really simple three-step
formula to present information in a way that people
understand.  




Before I started in the consulting business I had a fashion
agency. What I would do is, I would get a client and I would
show them the range of clothing that was available for the
season so they could decide which ones they wanted to
sell. 




First of all, it was very challenging to keep somebody's
attention for the three hours we needed to get through this
particular range, but there was another big issue. 




What most of the other representatives would do is that they
would present a 400-item range of clothing all at once. The
clients had to decide which ones they wanted to sell, but often
they would have to choose from 50 t-shirt prints, all up in
front of them at the same time. 




The situation was so confusing that I had to think up a
completely different approach. What I had discovered was that
there was a specific formula that I could use
to maximise sales when a long presentation was
required, I called it Chunk, Choice, Check.  




I started to present just four items at a time, and I would say
to them, “out of these four, which ones can you see yourself
selling?” When I started to approach the clients this
way, my results went through the roof! 




Instead of choosing from fifty, they would only be choosing
from four. And as we went, I would put the ones that they had
chosen aside. In some cases, they ended up ordering two or
three times more than what they would normally do because they
were making selections from a smaller group. 




Presenting the information in smaller chunks makes it easier
for anyone to keep their focus, but the effectiveness of this
formula has a greater extent once you integrate all three
steps. 




Listen to this episode to learn how this very simple strategy
will allow you to make sure that the person you are talking to
is understanding what you are presenting to them; and from a
sales perspective, to make sure that you are bringing them
along for the ride each step of the way. This formula works
amazingly well regardless of the kind of presentation you are
giving.  



To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.


Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.