"case study: deconstructing a sales pitch" by michelle villalobos
DESCRIPTION
Michelle Villalobos, personal branding strategist, takes you through a successful sales presentation - one with a 62% conversion to sale rate – step by step.TRANSCRIPT
Case Study: Deconstructing The Architecture
Of A Successful Sales Presentation
ByMichelle Villalobos (vee - ya - low - bos)
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Let’s deconstruct a successful sales process.
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What it was: A 90-minute webinar called “Work & Play,
Everyday: How To Create a Lifestyle Business”
Concept: An educational presentation for
our network. Test out a new idea... Lifestyle.
Sales Objective: To introduce a new
product: ALP
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1: Introduce & Establish Credibility
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2: Prepare For The Process & Make a Promise
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start with the
WHY
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3: Get Personal, Speak The Truth, Be Authentic, Tell Stories, Engage, Relate
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6: Dig Into Pain Points...
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7: Gain Agreement Along The Way
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then go to the
WHAT
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8: Give The Answer - Big Picture
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9: Deliver VALUE. Be Generous. Establish Trust.
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10: Provide Answers & Deliver “A-ha” Moments
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11: Remind Them WHY.
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12: Did You Get Value?
13: Do You Want More?
14: Remind Them Of The Promise...
Gain Agreement!
15: Set Up The Sale... Let Them Know!
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16: Build Up AnticipationTestimonials
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17: Voilá!! The Reveal. Excitement.
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18: But Wait... There’s More! Offer Bonuses. Create Urgency.
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19: Discuss VALUE First, Then PRICE.
STRATEGIC SESSIONS “Pick Michelle’s Brain” – Consultation and strategic
idea generation session. This is an opportunity for you
to experience the value Michelle delivers, and for her
to determine if you and she are a good fit for future
endeavors. There are simply not enough hours in the
day for her to manage the tsunami of requests for
“free advice” that flood her inbox, So this is the only
way to initially consult with Michelle Should you
decide to continue working together, we will apply this
session toward future work.
Price: $250
“A-Ha!” Session – This is a comprehensive strategic
session in which Michelle takes you through her
proprietary strategic discovery model. You choose 1
strategic objective to obtain by the end of the session,
and Michelle guarantees you will achieve it (or you
don’t pay). Examples of strategic objectives have
included: “identify new revenue streams,” “find lead
generation sources,” “figure out how to use social
media for our business,” “map out a website
architecture for our new business,” “create a referral
marketing plan,” and so on. You and Michelle will have
a phone call before the “A-Ha” session to establish the
objective and a follow up call to ensure satisfaction.Price for individuals = $1,500
Price for businesses = $2,500 & up
Mivista WOW” Session – The WOW is a longer, more
comprehensive strategic session than the “A-Ha!”, in
which you choose 3 strategic and/or tactical objectives.
With the WOW you can opt to add a complete
written follow-up report with the session results plus
additional ideas, suggestions and resources. You also
receive a follow-up consultation to review results and
ensure satisfaction.
Price for individuals = $2,500
Price for individuals with write-up = $3,500Price for businesses = $4,500 & up
Price for businesses with write-up: $5,500 & up
WORKSHOPS, TRAINING & FACILITATION“Off The Shelf” Workshops & Seminars – Michelle
offers thirteen “off-the-shelf” programs that have been
delivered, either virtually or in-person, to over 80,000
people worldwide. These tried-and-true sessions have
an established track record so you know your
audience will be both educated AND entertained.Price: $3750 & upYou: The Online BrandStop Drowning In Business Cards
Communicate Powerfully (Without Being A Bitch)
You’re Not Crazy... It’s Just Your Personality Type
If They Don’t LOVE It, It’s Just SPAMPersonality Marketing 101Premium Pricing For ProfitNetworking ROCKS!The Perfect 10 In Sales: The First 10 Seconds, The Next
10 Minutes & 10 Days LaterYour Network Is Your Net WORTH* Make Them BEG: How To Stop Selling & Start
Seducing (With Your Irresistible Personal Brand)
* Work & Play Every Day... Building a LIFESTYLE Business
* Double Your Prices & Have Clients Lined Up To Pay* Delivered with partnerCustom Workshops – Have a specific problem, issue
or idea that you don’t see here? Michelle Villalobos
will design and build a program to achieve your
objectives. Guaranteed. Price: $4,950
Meeting Facilitation & Brainstorming Sessions –
Michelle wrote the manual on creative meeting
facilitation (literally! download it here) and can make
your meeting both effective AND fun. She will define
your meeting goals, prioritize your issues and prepare
a program tailored to the outcomes you need.Price: $2,500/day
Work With Michelle 2012 Packages & Pricing(All Packages 100% Satisfaction Guaranteed)
www.MichelleVillalobos.com | MIVISTA Delivering A-Ha! Moments | (888) 531-3830
MIVISTADelivering A-Ha! Momentswww.MichelleVillalobos.com
Michelle Villalobos(vee-ya-low-bos)
Michelle helps clients & teams sell, market and promote themselves, their businesses and their causes to
drive revenues. Her greatest strength lies in quickly identifying solutions and facilitating “a-ha moments”
that enable clients to take immediate action to generate results. Clients are amazed by the ideas and
solutions Michelle delivers quickly, sometimes in just one meeting, call or training session.
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20: Assume The Risk.
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21: Ask For The Sale.
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22: Reinforce The Purchase.
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Results
• 62% Close Rate (on the webinar)
• 5% Cancel Rate (thus far)
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