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1. Why Re-Cap with the Challenge and the Solution?
They’re not experts in the field, and they’re swimming in information. A quick overview is always good.
Most information has been forgotten by the client at this point. Re-associate them with the pain or challenges as well as your features and benefits. If they don’t remember, they have no reason to buy.
It’s likely your client didn’t write anything down. Make sure they remember the presentation was for a solution to their challenge.
2. What is future pace?
Shifting focus on purchasing now.
Shifting your client focus on their future enjoyment of the benefits.
3. How many social proof stories should you have ready for the presentation?
Have one social proof story.
Have two to three social proof stories.
Have three to five social proof stories.
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