Adapting to the change you cited will likely result in
Posted: Sat Jan 04, 2025 3:38 am
Andy calls the strategic narrative “the story in buyers’ heads”. His methodology is a super-simplified (which is not a negative statement) version of McKee’s Story model — Andy clearly mentions McKee’s books as his main inspiration after failing with a VC pitch several years ago. Andy Raskin's model Andy Raskin’s model Dissecting and analyzing several successful sales pitches, mostly coming from startups, Andy identified a common pattern.
Specifically, he noted how brilliantly the decks led prospects through five elements, in precisely hotels and motels email list this order: 1. Name a Big, Relevant Change in the World Don’t kick off a sales presentation by talking about your product, your headquarters locations, investors, clients, or anything about yourself. Instead, name the undeniable shift in the world that creates both: big stakes; huge urgency for your prospect. 2. Show There’ll Be Winners and Losers Demonstrate how the change you cited above will create big winners and big losers.
A highly positive future for the prospect. 3. Tease the Promised Land It’s tempting at this point to jump into the details of your product or service. Resist that urge. If you introduce product/service details too soon, prospects won’t yet have enough context for why those details are important, and they’ll tune out. Instead, first, present a “teaser” vision of the happily-ever-after that your product/service will help the prospect achieve — what Andy calls the Promised Land.
Specifically, he noted how brilliantly the decks led prospects through five elements, in precisely hotels and motels email list this order: 1. Name a Big, Relevant Change in the World Don’t kick off a sales presentation by talking about your product, your headquarters locations, investors, clients, or anything about yourself. Instead, name the undeniable shift in the world that creates both: big stakes; huge urgency for your prospect. 2. Show There’ll Be Winners and Losers Demonstrate how the change you cited above will create big winners and big losers.
A highly positive future for the prospect. 3. Tease the Promised Land It’s tempting at this point to jump into the details of your product or service. Resist that urge. If you introduce product/service details too soon, prospects won’t yet have enough context for why those details are important, and they’ll tune out. Instead, first, present a “teaser” vision of the happily-ever-after that your product/service will help the prospect achieve — what Andy calls the Promised Land.