The purpose of this entire sales deck is around building a powerful narrative for the end users of your product or service, so that they can see the obvious “BENEFITS” associated with using your product or service.
When you create “RAPPORT“, by using the narrative as outlined above, before delivering a “KILLER DEMONSTRATION” to the end users of your product or service. The features of your product become less important, as they see how your product or service will positively transform, what they do daily.
The end users see you as an ally and someone, who is there to make their lives easier.
As you craft your demonstration, always remember to make it as humanised as possible. Make it real and demonstrate meaningful benefits.
Remember that when you deliver your demonstration, you must only focus on the benefits, which are relevant to that audience. When you focus on too many points, you will lose your audience.