Power Messaging
Get Meeting
Something prospect doesn't know
About problem that prospect is
unaware he has
Gain right to ask questions
Distinct Point
of View
Well-choreographed conversation
Convince to consider making a change
Need to
Push prospect out
of comfort zone
Help prospect see competitive
challenges in a new light
Highlight specific painful
situation and make them urgent
Guts to create constructive
tension and use to advantage
Grabber
Pain
Impact
Contrast
Proof
1. Grabber: key industry fact or finding, relevant to a core business objective but is new and fresh to prospect.
2. Pain: shock prospect by telling of unknown or under appreciated problem threatening core business objective.
3. Impact: identify closeness and urgency of problem. Personal-Business-Financial
4. Contrast: new way to look at or address the problem --- tied to your solution.
>Different from current approach
>>>Requires Change
5. Proof: Quick story how we solved the problem. Before vs. After
