The Napkin Sales Presentation
David Duford suggested the book to me. The title is The Napkin Advisor. It shows 50 different short illustrations (that you could easily write on a napkin) if you sell Income Protection Insurance.
I don't sell insurance, but the concept is applicable to any kind of selling. . For ten bucks you get fifty ways to illustrate Income Protection insurance on the back of a napkin. Some of these illustrations are different approaches to selling Income Protection insurance, some are how to sell to employers, business owners, wealthy people, and even people that are already covered by their group Disability Insurance.
There is even an illustration on convincing someone to sell Income Protection Insurance (on page 50-51). My favorite napkin illustration is on page 8-9. In less than a minute it becomes brain dead obvious that you want what Income Protection insurance will do for you. That one illustration qualifies you as a prospect, and takes you right up to the close....as most others do as well. These illustrations are usually a few words, and maybe a few amounts of money. There is no illustrating skill needed. Any piece of paper or napkin will do.
The reason I was recommended this book is to put my mind to how I could use the same format...the same concept (short illustration of a pointed question) to sell just about anything.
If you sell Income Replacement insurance, this book is an obvious essential. But no matter what you sell, products or services, you can adapt this concept and be able to present your idea anywhere, any time, and to anyone.
I now own a retail store. I use 71 separate methods to increase sales. Out of the 71 ways...only one came from my core industry. Studying how other industries sell, market, prospect, distribute....gives you fresh ways to apply to your core business.
For example, selling internet marketing services to business owners is using many of the same appeals as are in this book. A few tweeks, and you can adapt what you read here...to your own specific offer.
Just wanted to let you guys know.
I don't sell insurance, but the concept is applicable to any kind of selling. . For ten bucks you get fifty ways to illustrate Income Protection insurance on the back of a napkin. Some of these illustrations are different approaches to selling Income Protection insurance, some are how to sell to employers, business owners, wealthy people, and even people that are already covered by their group Disability Insurance.
There is even an illustration on convincing someone to sell Income Protection Insurance (on page 50-51). My favorite napkin illustration is on page 8-9. In less than a minute it becomes brain dead obvious that you want what Income Protection insurance will do for you. That one illustration qualifies you as a prospect, and takes you right up to the close....as most others do as well. These illustrations are usually a few words, and maybe a few amounts of money. There is no illustrating skill needed. Any piece of paper or napkin will do.
The reason I was recommended this book is to put my mind to how I could use the same format...the same concept (short illustration of a pointed question) to sell just about anything.
If you sell Income Replacement insurance, this book is an obvious essential. But no matter what you sell, products or services, you can adapt this concept and be able to present your idea anywhere, any time, and to anyone.
I now own a retail store. I use 71 separate methods to increase sales. Out of the 71 ways...only one came from my core industry. Studying how other industries sell, market, prospect, distribute....gives you fresh ways to apply to your core business.
For example, selling internet marketing services to business owners is using many of the same appeals as are in this book. A few tweeks, and you can adapt what you read here...to your own specific offer.
Just wanted to let you guys know.
