Power Messaging

Plus de détails

Example of an empathy map - Allison

par Mindomo Team

Face to face communication

par Băiaşu Băiaşu

Tree organigram

par Naheel Mahamed

SUNYOPT

par Lindsay Chin

5. Proof: Quick story how we solved the problem. Before vs. After

4. Contrast: new way to look at or address the problem --- tied to your solution. >Different from current approach >>>Requires Change

3. Impact: identify closeness and urgency of problem. Personal-Business-Financial

2. Pain: shock prospect by telling of unknown or under appreciated problem threatening core business objective.

1. Grabber: key industry fact or finding, relevant to a core business objective but is new and fresh to prospect.

Proof

Contrast

Impact

Pain

Grabber

Power Messaging

Need to

Guts to create constructive tension and use to advantage

Highlight specific painful situation and make them urgent

Help prospect see competitive challenges in a new light

Push prospect out of comfort zone

Distinct Point of View

Convince to consider making a change

Challenge assumptions

Grab attention

Well-choreographed conversation

Get Meeting

Gain right to ask questions

About problem that prospect is unaware he has

Something prospect doesn't know