A Simple Sales Schema

Written by Sean Murphy. Posted in skmurphy

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
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.

See also

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