A simple sales schema offers a conceptual model that offers an organizing principle for how business buyers evaluate and purchase.
A Simple Sales Schema
A schema is a conceptual model that offers an organizing principle for how business buyers evaluate and purchase. The challenge is to match your sales effort to where they are in the process.
| Doug Hall’s Three Laws of Marketing Physics |
Jerry Weissman’s Power Presentations |
John Boyd’s OODA Loop |
Simple Schema |
| 1. Overt Benefit | Understand | Observe (Orient) | Ensure prospect has a problem you can address, explain the benefits of your solution. |
| 2. Real Reason to Believe | Believe | Decide | Offer testimonials, references, other proof of your benefits. |
| 3. Dramatic Difference | Act | Act | Identify a trigger or event, explain a substantial difference from status quo. |
I found these three models by Doug Hall, Jerry Weissman, and John Boyd easy to understand and very practical for bootstrapping founders who must learn to sell to survive. This was my effort at a very simple define how they offered complementary views of a common process.