We can’t stress this enough. It’s absolutely critical to remember that, in reality, the prospect doesn’t care about you. At least not much. And they don’t really care much about all the special features of your product or service.
What do they care about?
Whether you can help solve their deepest pain points.
When selling your product or service, it’s so easy to get caught up in all the nitty-gritty details. To focus on the features or the data or the crazy process you had to go through to develop your product.
And while these things matter, in the end, they’re not that important to the prospect.
People buy because they think it will make their life better. They purchase because they think that what they’re buying will solve their problems. Not because of features.
This means that the number one focus of any sales presentation should be how you will improve the person’s life. Did you catch that? From start to finish, your sales pitch needs to be about solving problems.
Will you touch on other things? Sure. But every talking point should somehow be related to the main goal of making the prospect’s life much better. Focus on them and your conversion rate will go way up.