In the world of sales, a well-crafted pitch can make all the difference between closing a deal and losing a potential customer. However, even the most seasoned sales professionals often overlook a critical element that can significantly improve their success rate: the structure slide.
As sales expert Michael Humblet explains, the structure slide is the missing piece that can transform a good sales pitch into a great one. By adding this element, you can not only create a sense of unrest in your prospect’s mind, but also provide a clear and straightforward path to resolving their pain points.
The Importance of Creating Unrest
The foundation of any effective sales pitch is the ability to identify and amplify your prospect’s pain points. This is where the concept of “creating unrest” comes into play. By highlighting the problems your prospect is facing, you can spark a sense of urgency and a desire for a solution. However, the key is to strike the right balance. Humblet cautions against over-complexifying the problem, as this can lead to confusion and hesitation from the prospect. Instead, you should focus on keeping your message simple and concise, while still conveying the gravity of the issue at hand.The Structure Slide: Your Roadmap to Success
Once you’ve established the problem, the next step is to introduce the structure slide. This is where you outline the steps you’ll take to implement your solution and alleviate your prospect’s pain points. The structure slide serves several important functions:- Calming Nerves: By providing a clear and straightforward plan of action, you can help to ease your prospect’s concerns about the implementation process. This can be particularly valuable for risk-averse or skeptical buyers.
- Demonstrating Expertise: The structure slide allows you to showcase your knowledge and experience in addressing the specific challenges your prospect is facing. This can help to build trust and credibility, making it more likely that they’ll choose to work with you.
- Guiding the Prospect: The structure slide acts as a roadmap, guiding your prospect through the process of implementing your solution. This can help to reduce confusion and increase the likelihood of a successful outcome.
The Anatomy of a Winning Structure Slide
So, what should a structure slide look like? According to Humblet, the key elements are:1. The Workshop
Begin by outlining a short workshop or discovery session where you can work closely with your prospect to fully understand their needs and pain points. This not only demonstrates your commitment to a collaborative approach, but also helps to ensure that your proposed solution is tailored to their specific requirements.2. The Delivery Timeline
Next, provide a clear timeline for the delivery of your solution. This could involve a two-week turnaround for the initial implementation, followed by a two-week period for the prospect to get up and running. By setting these expectations upfront, you can help to alleviate any concerns about the timeline and ensure a smooth transition.3. The Implementation Process
Finally, outline the key steps involved in the implementation process. This could include things like data migration, training, and ongoing support. By breaking down the process into clear, manageable steps, you can help to reassure your prospect that the transition will be seamless and stress-free.Putting the Structure Slide into Practice
To see the structure slide in action, Humblet recommends checking out the use cases he has provided. These live pitch examples showcase how the structure slide can be effectively integrated into a sales presentation, and how it can help to drive better results.Mastering the Sales Pitch: Key Takeaways
In summary, the structure slide is a powerful tool that can help you to elevate your sales pitch and close more deals. By creating a sense of unrest, providing a clear roadmap for implementation, and demonstrating your expertise, you can build trust, reduce friction, and guide your prospect towards a successful outcome. Here are the key takeaways:- The structure slide is the missing piece in many sales pitches, and can significantly improve your success rate.
- Creating unrest is essential, but you must strike the right balance to avoid over-complexifying the problem.
- The structure slide serves three key functions: calming nerves, demonstrating expertise, and guiding the prospect.
- The structure slide should include a short workshop, a clear delivery timeline, and a detailed implementation process.
- Check out the use cases provided by Humblet to see the structure slide in action and learn from real-world examples.
