Step 2: Support the image logically
After presenting success stories and cases, engage the left brain with facts.
You should highlight your methodology for solving the problem, actual figures, and the efforts you made to solve the problem. When explaining the facts logically, be sure to pay attention to the following points.
Always provide romania cell phone number list numbers as evidence
Use bullet points in documents and videos
Explain in easy-to-understand, simple terms
In sales talk, avoid using difficult-to-understand foreign words or katakana words. The basis of talk is to use easy-to-understand, plain words.
Use bullet points in videos and documents. You can also use bullet points during sales talks to explain key points smoothly.
Step 3: Reiterate your goal image
After giving a logical explanation, we again stimulate the right brain.
Logical talk alone is not enough to persuade customers. For the final push, you need to appeal to the right brain, which controls emotions.
Sales that focuses on "why" to encourage action
The key to inspiring action is asking "why?"
"Start with Why" by Simon Sinek, who is known for his leadership theory, is famous. Although it is spoken of as a leadership theory, it can also be applied to sales and business theory.
Simon Sinek explains that great companies and people who motivate others act in a simple pattern called the Golden Circle. The Golden Circle is a circle that is centered around "Why," followed by "How" and "What."
"What" means "what you do." In the case of a company, this would be "what you make" or "what you sell."
How is "what kind of product will you make" and "how will you sell it?" Why is "why do you do it" and "for what purpose do you do it?"
Generally, when selling a product or service, the "What" and "How" are often emphasized. However, in companies, sales, and leadership that motivate people, the "Why" is used.
Use stories effectively in the order Why→How→What!
In sales, start your story with Why (why you do it, what purpose you use it for), then explain How (what kind of service it is), and finally expand to What (what problem does the service solve).
Developing your sales pitch in the order above will help you get your story across more effectively.
6 steps to talking about success stories in SaaS sales
We will explain practical examples of SaaS sales pitches. Please make sure to follow the six steps below and apply them to your business.
① Major feature of the case
The trick is to first appeal to the right brain with a story.
Give specific examples of success stories to help customers visualize them. For example, say, "A company that introduced our SaaS, ____, saw its sales increase by 30% in one year."
② Overview of the customer in the case
To further help them visualize the company, it's a good idea to provide a detailed overview of the client's company. Include specific figures, such as when the company was founded and how much sales it has.