Structuring Your Sales Message in Your Presentation – Solution Based Selling


by Victor Antonio, Sales Buy•ologist

I found this video presented by W. Steven Brown and he presents a very interesting concept when it comes to structuring a ” sales message” and I thought it was worth sharing with you.  Here’s the structure that you’ll see at the 6:00 minute mark in the video:

(Make a Promise) because (State a Fact) the advantage to you is (Give a Buyer’s Benefit) the real value to you is (Give a Personal Value).

This structure forces you to create “mini sales messages” that you can use throughout your one-on-one or group presentation.  Let me know your thoughts on this.

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One Response

  1. Victor we have to talk Ed D, Orkin here!!! Checking out the website in prep to do your intro to our group tomorrow and in the words of Vin Scully, I cant believe what i just saw. Wait till I see you in the morning, What a story I have to tell you!!!

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