Page 106 - engage workbook

presenting ideas 14

Presenting ideas

• Need-Feature-Benefit

• Storytelling
• Q&A
• Flexing behavior

Use simple language
• Avoid jargon • Matching
Manage your behavior
• Express benefits in simple terms
• Time • Verbal behavior
• Money • Behavioral cues

• Comfort

If I wanted to waste time listening to some muppet read out the
standard flannel, I could go and sit in a conference.

If these people aren’t bright enough to take the opportunity
to discuss what [company name] are looking for, I mean
specifically, then I’m sorry but they’re too stupid to be working
with us anyway.

Client quoted in
Brilliant Pitch by Sean Varga

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