Categories: All - pain - problem - solution - impact

by Les Flammer 6 years ago

411

Power Messaging

When engaging with prospects, it is essential to highlight issues they may not be aware of that could threaten their core business objectives. By presenting these problems in a way that emphasizes their urgency and relevance, you create a compelling narrative that encourages prospects to re-evaluate their current approaches.

Power Messaging

5. Proof: Quick story how we solved the problem. Before vs. After

4. Contrast: new way to look at or address the problem --- tied to your solution. >Different from current approach >>>Requires Change

3. Impact: identify closeness and urgency of problem. Personal-Business-Financial

2. Pain: shock prospect by telling of unknown or under appreciated problem threatening core business objective.

1. Grabber: key industry fact or finding, relevant to a core business objective but is new and fresh to prospect.

Proof

Contrast

Impact

Pain

Grabber

Power Messaging

Need to

Guts to create constructive tension and use to advantage
Highlight specific painful situation and make them urgent
Help prospect see competitive challenges in a new light
Push prospect out of comfort zone

Distinct Point of View

Convince to consider making a change
Challenge assumptions
Grab attention
Well-choreographed conversation

Get Meeting

Gain right to ask questions
About problem that prospect is unaware he has
Something prospect doesn't know

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