For them, this is the darkest point of the presentation, and they are ready for new ideas. You’ve challenged and changed the way your audience thinks, and they agree they can’t continue down the same path. When they think about not calling you back, this is the visual they should see in their head. Customers remember images long after the words fade. Tell the story of ignoring what they just learned. The best way to impart a lesson is to tell a story. Research will allow you to anticipate the customer’s challenges and create an appropriately stressful glimpse into the future. The emotional impact will come from your ability to connect your story to the pain they feel, so make sure the visuals help you do that. Once your client sees that connection, they will conclude it’s no longer an option to continue to do things the same old way. 'Objects in mirror appear different now.'ĭuring a successful Emotional Impact step, your audience will feel personally connected to your presentation because you’re giving them a scenario that resembles their own situation. By presenting information in a visual and engaging format, they will value your insight and how it makes them better at their job. If you did it right, you proved your point with data and gave a clear display of expertise. Every visual should serve a purpose here. Build trust by engaging the left side of their brains. Make sure they get it before you move on.

Use visual metaphors to represent the information in a memorable way (avoid complex tables and charts).

Play off the visuals from the Warmer and the Reframe to leave no doubt. That’s why you need to hold off on the self-promotion a little longer and make sure they are completely sold on the problem by giving them the facts that back you up. Why not just get to the good part? Just because you laid it out brilliantly, doesn’t mean you have buy-in yet. It’s very easy to get this far and want to immediately want start promoting your Product. The Rational Drowning stage is all about backing up your Reframe with solid data.

The challenger sale synopsys