Pitched Unfairly

this penDiscovery call deck

You don't need this pen. Yet.

20 minutes, mostly you talking

please hold

Agenda, 20 minutes

For eighteen minutes, the pen stays in my pocket.

  1. You talk Min 0 Your world What you sign, and how often
  2. You talk Min 6 What breaks The last time it went wrong
  3. You talk Min 12 What it costs In deals, minutes, dignity
  4. I talk Min 18 The pen Only if it fits

What the buyer usually hears

The whole room described the pen. Nobody bought it.

  • Rep 1

    It's a really nice pen.

    Buyer interest0
  • Rep 2

    The ink is very smooth.

    Buyer interest0
  • Rep 3

    Ergonomic grip. Feel that.

    Buyer interest0
  • Rep 4

    It's blue? Navy. Executive navy.

    Buyer interest0

Before the pen comes out

Ask five questions. Write down every answer.

Order ticketDiscovery, side: buy
  1. 01 What did you sign last week? How often the need comes up
  2. 02 Where were you when you signed it? Where the need shows up
  3. 03 What happened the last time there was no pen? The pain, as a story
  4. 04 Who was waiting while you looked for one? Who else pays for it
  5. 05 What did that cost you? The value, in their numbers

The move

Hand them a napkin before you hand them a pen.

Diner napkin, one ply

x

Your name here

Sold.

What just happened

The buyer just made your pitch for you.

Problem
Stated, by them
Urgency
Right now
Competition
None within reach
I don't have a pen.
The buyer, unprompted

write that down

Supply and demand

One sentence took demand from zero to right now.

Demand
Theirs
Supply
1 pen, mine
PEN / NOWLive
  • Rep praises the ink
  • Napkin appears
  • "I don't have a pen."

Finally, the pen

The pen gets one slide. It only needs one.

  1. 01 It writes Blue ink. Napkins, contracts, the back of your hand.
  2. 02 It clicks Open, closed, open. Very satisfying in a long meeting.
  3. 03 It's here Within reach the moment you need it. That's the product.

Same room, same pen

Adjectives lose the room. Questions win it back.

  • Checks phoneLeans in

  • Is it a free one?Pats every pocket

  • Leaves for coffeeWho has a pen?

  • ZzzAsks the price

  • Nods politelySigns

Room interest 92%

Objections

Every objection deserves one more question.

They say You ask Turns out
I already have a pen. Great. Where is it right now? Not here
Pens are free at the bank. How often are you at the bank when you need to sign? Rarely
I'll just sign on my phone. Sure. What's the battery at? 3%
Why your pen? Whose pen is in your hand? Mine

Steal this

The whole method fits on a napkin.

Swap the pen for whatever you sell. The order stays the same.

  1. 1. Ask about their world
  2. 2. Find the moment it breaks
  3. 3. Let them say it out loud
  4. 4. Then the pen

Next step

End on a date in the calendar and the pen in their hand.

  1. TodayYouSign the napkin. Keep the pen.
  2. TomorrowMeSend the recap, in your words
  3. TuesdayBoth20 minutes with everyone else who signs things
TUE14Invite, 20 min

Pens for the whole team

Why
"I don't have a pen."
Who
You, me, everyone who signs
YesMaybeNo