April 30, 2010
It’s all in the fundamentals.
“Gentlemen , this is a football.” That’s what they say that Vince Lombardi, coach of the Green Bay Packers was said to tell his team…veterans and rookies alike…at the beginning of every training camp. Lombardi wanted to drive home the message that success is achieved by mastering the fundamentals.
It’s the same in the game of business. And the game of BNI
At BNI we have a few fundamental tools that we use to succeed: Your 60-second speech,
your 10-minute presentation, and 1:1 meetings with other members.
Your BNI group is your sales force. They’re your eyes and ears to spot opportunities wherever they go. Your job at BNI is to “educate, motivate, and train” your sales force.
Luckily, none of the fundamentals at BNI are tough to master. Consider your 10-minute presentation. It consists of a simple formula. None of the ingredients are rocket-science.
Introduction: Who are you? “My name is Casey Hart. I help my clients sound more professional and sell more on every call with Informer Messages on hold.”
Qulalifications: What makes you worth listening to? “We’re unique. We use our own 8-step process to educate your customer about your products and services, and show how you’re different from your competition.”
Next is the heart of the presentation: Offer 3 LCD’s and 3 “Asks.” LCD’s, as you might remember from math, are the “lowest common denominators.” They’re fractions in their simplist form, so anyone can understand them. “Asks” are what you’d like from the group. Put them together and you might get something like “Apex Beverages has
80 different fountain syrups and beverages. But most of their customers only buy the top 10. I’d like a warm introduction to Mr. Apex to show how we can educate his customers about the profit they’re missing out on by not trying the other 70 syrups, and their beverage distribution system.”
And a Closing: “I’m Casey Hart, and I help my clients sell more on every call, with Informer Messages on hold.”
Write out your presentation and rehearse it until its perfect.
Then jot down some notes on the index cards to keep yourself on track when you present it.
The 10-minute presentation is fundamental to your success. This formula will make it more successful.