week-7-update

Lesson #7: Discussion Presentation

The Discussion Presentation is the final Value Proposition Message tool and the final lesson from the Selling to the Pain book. The Discussion Presentation is the follow up to the One Pager. If you make it to the Discussion Presentation stage you have positively impacted your Presentation Rate. The goal of the Presentation Rate metric is to have a high transfer rate from your brief 60-second Pitch to the Discussion Presentation.

The focus of the Discussion Presentation needs to not only be on a PowerPoint supported presentation, but also should be structured in a way that will create a conversation. The goal of the Discussion Presentation is to discuss your potential client’s problems and how you can solve them. Your potential client does not need a lecture on your company, it needs a conversation about what you can do for them.

In terms of content, it is important that the Discussion Presentation reiterates the Value Proposition Message. Keep your presentation content consistent with your message as communicated previously through the 60-second Pitch and One Pager.

 

If you want to learn more about how to communicate your value through a Discussion Presentation you can contact Gylen Castle for consultation services or purchase a copy of the book on the Gylen Castle website or Amazon.