Andy Neary explains why in-person sales proposals fail: you're talking about yourself instead of the prospect's story. Focus on their goals and struggles, not your tenure or client list. They're thinking WIIFM, what's in it for me.
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If you're in sales or in any position that requires you to make an in person proposal to win business, I'm going to give you the most simple advice I can give you right here. I've had the chance to sit in on a lot of proposals, whether it's an insurance advisor or a partner to the industry trying to earn somebody's business. And every single time, invariably, they start the presentation out by talking about themselves, how, how long they've been in business, all of the clients they have, or they just go right into the product and start talking about what it is they sell. Guys.
This is the most simple advice I can ever give you. Just stick to their story, their being, who you're presenting to, what is their story? It's a really simple storytelling process. If you read the book Building a story brand, it would make all the sense in the world. You're talking to a character, a person who has a goal, a desire, but has a challenge or challenges keeping him or her from getting that goal, achieving that goal. So therefore, they need somebody, you who has a plan to help them achieve success. Avoid failure. That's it. You have to remember, whoever you're speaking to is always on radio station wiifm. What's in it for me? They don't care how long you've been in business, they don't care how many clients they have. Quite frankly, they don't even care about your product. Tell their story. Tell them how your product is gonna be part of that story to help them achieve success. And you're gonna elevate your wins, I promise you. So that's the best advice I can give you today. Just stick to your prospect story and you will win a lot more business than you are right now.
