How To Sell Things Better
- Present second best feature first.
- ...
- Present best feature last.
What happens? You make a great first impression, setting a good stage for the rest of your presentation -- and then, BAM:
- You top it with your best feature right before your prospect makes a decision to buy.
People normally remember the first and last impressions of X best; for instance:
- You typically know more about what happened at the beginning of a movie and the end of the movie than you do with the middle parts of the movie.
Last impressions, however, stick out in your mind more, influencing your feelings about the movie than any other parts.
If, for example, you loved the movie and the last parts sucked, you wouldn't like the film as much as you would if the movie sucked at the beginning but gave a great ending.
Pitches that end with your best offering/feature/benefit last give you the best chances at closing deals.
Second first. Best last.
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Posted on March 26