How Your Sales Team Can Use the PIE Principle to Increase Their Close Rate And Hit Revenue Goals

When numbers dip, there are usually a few common culprits. The one we’re going to talk about today is poor pitch design which almost always leads to poor delivery. (Which is, you guessed it, is a recipe for disaster.)

When you get in front of a prospect and start tearing away with the features, stats, numbers, blah, blah, blah, you begin to lose sight of the most important thing – the customer. When putting together ANY sales communication, you want to make sure it fits the PIE Principle. If it falls short, so will your pitch.

The PIE Principle looks like this:

 P – Persuasive – Does your presentation move your prospect/audience to a new action?

 I – Insightful – Are you delivering valuable insights or just spewing information that honestly, they could probably find on Google?

E – Engaging – Is your presentation relevant and interesting to the prospect and are you delivering it in a way that keeps them engaged? 

So, how do you achieve this? Using our proprietary 6-Step Process you’ll learn the ABC’s and XYZ's of intelligent design and influential delivery that will help you create and deliver a presentation that is persuasive, insightful, and engaging.

 You can go through each of these in detail in one of our workshops or in the book, The Ultimate Sales Messaging University, but I’ll cover each of them here so that you know what the foundation of a proper presentation looks like.

Here are the ABC’s:

A – Audience Profile: We must first define our target audience, down to the DNA level so the message connects instantly and directly.

B – Basic Building Blocks: You must build a firm foundation for your presentation which starts with one main idea...your cornerstone idea.

C – Content Storyboard: Since the brain loves story 62x more than facts and data, this tool ensures that your message flows like a story from start to finish...and they will love you for it.

And the XYZ’s: 

X – eXamine Your Content: Once you’ve designed your message, now let’s examine it against the Audience Profile that we created earlier. Will it resonate?

 Y – Your Preparation: Now it’s time to do what sets winners apart from the crowd. Let’s practice, practice, practice!

Z – Zero in On Your Audience: Now that we have the design done and have practiced the delivery, will they both win this prospect?

So, did you go through all of these steps when designing your presentation? How about when practicing your delivery? Notice any opportunities for improvement? If you think you could use a second pair of eyes and ears on your presentation, send me a message. I’d love to see how I can help you better implement these 6 steps to get the results you want and deserve because we’re here to crush this year’s sales target together!