In this video, we outline a step-by-step process that you can use to create your sales message. Here are the main steps that we go through in this video:

Step 1 – Product
Identify the product that you are ultimately trying to sell with the sales message that you are creating. We do not want you to only talk about the product in your sales message, but the first step in creating a sales message using this process is to identify the product being sold.

Step 2 – Target Buyer Type
The second step in the process is to identify the type of buyer that you will be communicating with or targeting with your sales efforts.

Step 3 – Value
Combine step 1 and 2 and try to brainstorm what specific improvements that buyer type can possible see by using your product or service.

Step 4 – Pain Points
Take the improvements and benefits that you came up with in step 3 and turn them upside down to identify what problems your product or service can make go away when you create those improvements.

Step 5 – Questions
Look at each pain point that you came up with in step 4 and try to think on a question or two for each pain point that you could ask to try to identify if the prospect has the pain points or problems that your product can resolve or make go away.

Step 6 – Name Drop
The last step in this process is to think of a customer that saw improvements from using your product or service. Try to think of a couple of benefits that they realized and try to create a couple  sentences that explain what you sold them, what the initial improvement was, and then what the ultimate improvement was.

Also, Read How to Use a Value Prop on a Cold Call