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• You want to get the room of purchasers committed to what you’re buying
  • You demo what you have
  • You ask questions
  • I’d like to recommend a better approach
    • Goal of my talk: convince you not to go into your demo, presentation or conversation in a linear fashion
    • Instead, treat it like a choose your own adventure book
      • Give your audience meaningful choices from the beginning
      • Let them choose the path
      • Sounds scary
      • But can be a lot more effective
      • A traditional linear presentation has a weakness: when you start talking, people naturally have doubts
        • They’d love to jump in with them, and you can then overcome the objection, but you’re not giving the opportunity to
• Matthew Du Pont, Cofounder of SupplyBetter
  • 2012-2016. Failed.
  • With what we were selling
    • Had to get 3 people on board at once
      • Chief machinist
      • Head of IT
      • Head of marketing
    • Iterated on the way to present to them. Came up with “P.D.A.”:
      • Provoke
        • What can you say to get a reaction?
        • Get their objections to come out?
        • “We are going to bring you leads. And you’re going to pay us to bring those leads”
          • That’s it
          • That’ll bring out so many objections
          • Instead of giving a whole presentation, and letting the objections grow in their mind
      • Discover Doubts
        • “What is your biggest doubt right now about paying for those leads?”
          • Listen to the objections
      • Adapt
        • As you counter the objections, the questions will start to become more positive. You’re winning them over. They’re bought in
  • Doubt: “You won’t have enough jobs for {machine}”
    • Figure out the root of their problem
      • Instead of responding directly
        • “Here are some reasons why we’ll have lots of jobs”
      • Counter
        • “Don’t worry. You don’t pay unless you choose to bid”
  • “What do you do about the slide deck?”
    • Have slides for the objections you expect. Navigate to the slide if you have one
• Matthew Du Pont
• hi@matthewfdupont.com

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