Sign post the way ahead.
By Henry Winter, Copyright 2006
----------------------------------------
Training or sales it's the same.

To get the best results "tell them what you are going to tell them, then tell them again".

Not everyone, but most people, like some structure.

Structure helps retention, structure helps people feel safe.
Making people feel safe makes them trust you.

Yet I see training sessions that shoot all over the place and sales presentations too.

They just confuse and unsettle the mental framework.

That costs you sales.

As a copywriter and marketer my best projects work well when I
"Start with the end in mind".
They flow better, take less time to do and yield better results.

If I start the way I used too, without detailed thinking at the outset,
they take longer, don't flow as well, and would sometimes fail
to deliver the message as well as I wanted.

As you start thinking about your sales or training presentations, start
with a clear "end in mind". It will help you know where you are heading,
give you a more structured presentation or phone call with a clear goal.

That alone will often highlight where the obstacles may be and how to over come them.

One of which may even be your sales team.

Sales teams often dislike "structure" - "Won't work in my market",
"My propsects are different".......yeah, mine too!....but you know what,
if you dissect what you do, dissect how your targets react, think about the
best way to get your message across, whilst also sign posting where you are going,
you would be amazed how a little structure produces much better results.

That should appeal to them as it means they will earn more money - you too!

Try it and see what happens.

Henry Winter
Founder - Writer - Marketer - Author - Adviser - Livewirebusiness.com

If you are having difficulty structuring any of your sales presentations and want some
help, drop an email to webmaster@livewirebusiness.com