Case Study: Deconstructing The Architecture

Of A Successful Sales Presentation

ByMichelle Villalobos (vee - ya - low - bos)

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Let’s deconstruct a successful sales process.

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What it was: A 90-minute webinar called “Work & Play,

Everyday: How To Create a Lifestyle Business”

Concept: An educational presentation for

our network. Test out a new idea... Lifestyle.

Sales Objective: To introduce a new

product: ALP

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1: Introduce & Establish Credibility

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2: Prepare For The Process & Make a Promise

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start with the

WHY

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3: Get Personal, Speak The Truth, Be Authentic, Tell Stories, Engage, Relate

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6: Dig Into Pain Points...

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7: Gain Agreement Along The Way

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then go to the

WHAT

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8: Give The Answer - Big Picture

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9: Deliver VALUE. Be Generous. Establish Trust.

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10: Provide Answers & Deliver “A-ha” Moments

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11: Remind Them WHY.

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12: Did You Get Value?

13: Do You Want More?

14: Remind Them Of The Promise...

Gain Agreement!

15: Set Up The Sale... Let Them Know!

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16: Build Up AnticipationTestimonials

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17: Voilá!! The Reveal. Excitement.

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18: But Wait... There’s More! Offer Bonuses. Create Urgency.

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19: Discuss VALUE First, Then PRICE.

STRATEGIC SESSIONS “Pick Michelle’s Brain” – Consultation and strategic

idea generation session. This is an opportunity for you

to experience the value Michelle delivers, and for her

to determine if you and she are a good fit for future

endeavors. There are simply not enough hours in the

day for her to manage the tsunami of requests for

“free advice” that flood her inbox, So this is the only

way to initially consult with Michelle Should you

decide to continue working together, we will apply this

session toward future work.

Price: $250

“A-Ha!” Session – This is a comprehensive strategic

session in which Michelle takes you through her

proprietary strategic discovery model. You choose 1

strategic objective to obtain by the end of the session,

and Michelle guarantees you will achieve it (or you

don’t pay). Examples of strategic objectives have

included: “identify new revenue streams,” “find lead

generation sources,” “figure out how to use social

media for our business,” “map out a website

architecture for our new business,” “create a referral

marketing plan,” and so on. You and Michelle will have

a phone call before the “A-Ha” session to establish the

objective and a follow up call to ensure satisfaction.Price for individuals = $1,500

Price for businesses = $2,500 & up

Mivista WOW” Session – The WOW is a longer, more

comprehensive strategic session than the “A-Ha!”, in

which you choose 3 strategic and/or tactical objectives.

With the WOW you can opt to add a complete

written follow-up report with the session results plus

additional ideas, suggestions and resources. You also

receive a follow-up consultation to review results and

ensure satisfaction.

Price for individuals = $2,500

Price for individuals with write-up = $3,500Price for businesses = $4,500 & up

Price for businesses with write-up: $5,500 & up

WORKSHOPS, TRAINING & FACILITATION“Off The Shelf” Workshops & Seminars – Michelle

offers thirteen “off-the-shelf” programs that have been

delivered, either virtually or in-person, to over 80,000

people worldwide. These tried-and-true sessions have

an established track record so you know your

audience will be both educated AND entertained.Price: $3750 & upYou: The Online BrandStop Drowning In Business Cards

Communicate Powerfully (Without Being A Bitch)

You’re Not Crazy... It’s Just Your Personality Type

If They Don’t LOVE It, It’s Just SPAMPersonality Marketing 101Premium Pricing For ProfitNetworking ROCKS!The Perfect 10 In Sales: The First 10 Seconds, The Next

10 Minutes & 10 Days LaterYour Network Is Your Net WORTH* Make Them BEG: How To Stop Selling & Start

Seducing (With Your Irresistible Personal Brand)

* Work & Play Every Day... Building a LIFESTYLE Business

* Double Your Prices & Have Clients Lined Up To Pay* Delivered with partnerCustom Workshops – Have a specific problem, issue

or idea that you don’t see here? Michelle Villalobos

will design and build a program to achieve your

objectives. Guaranteed. Price: $4,950

Meeting Facilitation & Brainstorming Sessions – 

Michelle wrote the manual on creative meeting

facilitation (literally! download it here) and can make

your meeting both effective AND fun. She will define

your meeting goals, prioritize your issues and prepare

a program tailored to the outcomes you need.Price: $2,500/day

Work With Michelle 2012 Packages & Pricing(All Packages 100% Satisfaction Guaranteed)

www.MichelleVillalobos.com | MIVISTA Delivering A-Ha! Moments | (888) 531-3830

MIVISTADelivering A-Ha! Momentswww.MichelleVillalobos.com

Michelle Villalobos(vee-ya-low-bos)

Michelle helps clients & teams sell, market and promote themselves, their businesses and their causes to

drive revenues. Her greatest strength lies in quickly identifying solutions and facilitating “a-ha moments”

that enable clients to take immediate action to generate results. Clients are amazed by the ideas and

solutions Michelle delivers quickly, sometimes in just one meeting, call or training session.

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20: Assume The Risk.

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21: Ask For The Sale.

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22: Reinforce The Purchase.

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Results

• 62% Close Rate (on the webinar)

• 5% Cancel Rate (thus far)

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