9. AWESOME STATISTICS
• 44% of salespeople give up after one follow-up.
[Source: Scripted]
• 80% of sales require 5 follow-up phone calls after the
meeting. [Source: The Marketing Donut]
• Research shows that 35-50% of sales go to the vendor
that responds first. [Source: InsideSales.com]
10. • Visuals are processed 60,000x faster in the brain than
text. [Source: Neo Mammalian Studios]
• If you follow up with leads within 5 min, you’re 9 times
more likely to convert them. [Source: InsideSales.com]
• 78% of sales professionals surveyed by Eyeful
Presentations stated that their trusty presentation was
THE most important part of their sales collateral.
AWESOME STATISTICS
19. • What does success look like for them?
• What tangible outcomes do they NEED to be
successful?
• What are their pains and gains?
• What environment will they be reading your sales deck
in?
• Will they decide on their own or present to a team, or
simply forward to their boss?
AWESOME QUESTIONS
20. YOU NEED TO KNOW
SOMEONE BEFORE YOU
CAN EXPECT TO KNOW
WHAT YOU WANT FROM
THEM.
22. • Outcome One: They understand the value exchange
and buy your product or service.
• Outcome Two: There are some modifications, but still
works for both of you to be successful and you begin a
working relationship.
• Outcome Three: Now is not the right time, but you
leave with an open invitation to come back. CRITICAL
AWESOME QUESTIONS
32. BRAND STORY
What is the problem in the market place, the
pain, the migraine, the opportunity you want
to solve?
PROBLEM
STATEMENT
SOLUTION
STATEMENT
What is your unique solution to that
problem?
OFFERINGS
33. Every idea starts with a problem. Ours
was simple: glasses are too expensive.
It turns out there was a simple
explanation. The eyewear industry is
dominated by a single company…
We created an alternative.
warbyparker.com/history
34. GoPro helps people capture and share
their lives’ most meaningful experiences
with others—to celebrate them together.
gopro.com/about-us
The world’s most versatile cameras are
what we make. Enabling you to share
your life through incredible photos and
videos is what we do.
35. To create an alternative to the fitness
routines that felt like work
soul-cycle.com/our-story/
Our community is calling your name, so
come in for a ride.... Take your journey.
Change your body. Find your Soul.
36. Make flying good again with brand new
planes, attractive fares, top-notch service,
and a host of fun, innovative amenities
that are reinventing domestic air travel.
virginamerica.com/cms/about-our-airline
38. List what offerings (sub solutions) you
provide for your customers.
The problem in the market place, the pains,
the migraine, the opportunity.
Simply state, what is your unique solution
to that problem.
List what offerings (sub solutions) you
provide for your customers.
BRAND ARCHITECTURE
SOLUTION STATEMENT
TAG LINE
OFFERING
OFFERING OFFERING
39. ”
If you can't explain it to a six-year-
old, you don't understand it yourself.
“
Albert Einstein
40. EXAMPLES /
QUOTES / CASE
STUDIES
CONSIDERING
PROCESS /
APPROACH
Prove your credibility and show me examples
of your work.
42. EXAMPLES /
QUOTES / CASE
STUDIES
CONSIDERING
Bryan J Noel resurrected Goodwill’s The
Good Work Show weekly radio program
from a 500-person listenership to over
15,000 weekly listeners. Bryan’s
brainstorming with my team brought
order and a developed approach to a
show that’s needed in our community.
Jim Caponigro
VICE PRESIDENT OF MARKETING
GOODWILL OF NORTH GEORGIA
PROCESS /
APPROACH
43. EXAMPLES /
QUOTES / CASE
STUDIES
CONSIDERING
How is your process unique? What is your
unique point of view on the problem and
solution?
Prove your credibility and show me
examples of your work.
PROCESS /
APPROACH
52. • This is not a contract, you are still selling!!!
• People will review this section without reviewing prior
slides.
• You can have general, “how cost works” without
placing actual pricing.
• I prefer cost conversations over the phone, and then
include cost info in the presentation.
53. • You do not want to waste time.
• Place critical terms that you know may be a
hinderance for majority of prospects.
• Phrase towards beneficial outcomes, not limitations
or restrictions.
54. RMS /
ICING
O ACTION /
XT STEPS
OSING
PRE SESSION POST
one-day session
$2,500 ONE TIME (OR) $1,000 PER MONTH FOR 3 MONTHS
Put the right people in the room and walk out with a plan.
✓ Full Day On-Site Session
✓ Session Is Broken Into
Session Blocks Including
Specific Strategic Exercises
✓ Outcome Of Session Will Be
A Critical Path Plan With
Specific Tasks Required To
Accomplish Set Goals.
✓ Chaos Assessment Survey
✓ 1 Hr Video Interview
Session Preparation
✓ Establish Obstacles And
Opportunities
✓ Develop Desired
Session Outcomes
✓ Order-To-Chaos Roadmap
Presentation
✓ 30-Day Critical Path Task
List And Execution Strategies
✓ Post-Session Presentation
Review
✓ 30-Day Coaching Session
Review
55. TERMS /
PRICING
CALL TO ACTION /
NEXT STEPS
CLOSING
How much does it cost?
How do we get started?
56. • Simple next steps.
• Sign Contract, Schedule Kick-Off Date
• Schedule meeting with _____ (decision maker)
• You want next steps to feel EASY!
CALL TO ACTION /
NEXT STEPS
57. TERMS /
PRICING
CALL TO ACTION /
NEXT STEPS
CLOSING
NEXT STEPS
Sign contract (POST LINK)
Schedule kick off meeting
with team
Let me know if you have
any questions
59. BRYAN J NOEL
TITLE / COMPANY
CALL ME: 123.455.6677
email@email
NEXT STEPS
Sign contract (POST LINK)
Schedule kick off meeting
with team
Let me know if you have
any questions
Thank you for the time on the call
last week and sharing about the
great work you are doing.
60. Thank you for the opportunity to serve _____. After our call, I captured
these opportunities for collaboration:
• To leverage existing…..
• To new ways to …..
• Other awesome stuff…
SUMMARY