Erik Darmstetter | Nan Palmeroerik@salesby5.com | nan@salesby5.com

salesby5.com

Top 5 things to START!

•Listening•Relating•Asking Questions•Eye Contact•Humor

Top 5 Things that Un-sell

•Talk too much•More interested in themselves than me•Haven’t done their homework•Don’t show respect for their own people•Promise things they know their people can’t deliver

• We provide software solutions.• We get results.• We’re glad you’re here! Chicago, Illinois• Distilled in hell. Bacardi Spice• The more you know, the more you

Kohl’s.• Epicurean food and wine• Come to Mexico, you may never leave!

Bad 10-Second Pitches

The 10-Second Pitch• We create usable, durable, fashion forward

accessories for the world. • I help start ups get lucky• We Minimize legal worries• I hand make soaps that are environmentally safe,

unpackaged and not tested on animals• I make offices look better, more productive and

healthier• I use plants to create inviting and healthy spaces

in hotels and office buildings• I put beautiful live plants in commercial facilities

and keep them beautiful

Features versus BenefitsBenefits

are the…FactsFiguresTechnologyDetails

…that make up your offering.

are what the customer will…ReceiveEnjoyExperienceFeel

…in exchange for their time, trouble, trust and money.

Features

stabilization

control

BenefBenefititreduces

rollover risk

FeatuFeaturere

quality wax

blends

BenefBenefitit

long-lasting &

glossy shine

FeatuFeaturere

Erik Darmstetter | Nan Palmeroerik@salesby5.com | nan@salesby5.com

salesby5.com