Jul '23 • Content creation
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):
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How to sell better: 5 steps by John Harrison & Andy Raskin
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