#026: These 2 slides will help win more deals

Read time: 2 minutes

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You're losing deals because you're drowning your buyers with too much information.

I'm going to show you how 2 slides can transform your win rates.

The problem with most follow-ups is the overwhelming amount of information that is shared. Most of which is not relevant to the buyer.

Every one of you has made this mistake (I know I have). But now you'll be aware of it.

You just had a great discovery call with a prospect. They ask for some case studies or data that they can share. So you draft up your follow-up email giving them every single piece of information you discussed and attach 7 files of slides, data, and publications so they have everything they could possibly need to make a decision. You update your CRM to forecast the deal to close this quarter.

Then crickets...

You follow up over and over but still nothing...

What could possibly have gone wrong? Everything was in such a great place after your first call.

Information overload.

Your buyer needs to summarize your conversation and then sell it internally to their boss or team. If they can't easily decipher what's important from your follow-up, you're putting more work on their lap.

They're not going to forward an essay and 8 attachments for their boss to do that work. So now they have to distill everything down into a compelling internal pitch.

You're forcing them to do your job as a seller.

Instead, craft a one-slide summary of the priorities, challenges, and desired outcomes.

Then a second slide to show exactly how your unique capabilities are differentiated to solve their specific problem.

I created a template you can steal and brand for your own company.

In a longer complex sales process, you'll want to build a full business case narrative that is co-created with the different influencers and decision-makers and then presented to the economic buyer.

Next time you have a great discovery call, arm your prospect with these 2 slides so they can better sell on your behalf when you can't be in the room.

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