Last Saturday, I made a 7-course tasting menu for friends. Whenever I do that, I also create and print a menu for the guests to take home after the meal. Here ’tis:

The dinner took a while for me to design, and it followed a specific order, with each course leading naturally to the next. There is a mixture of salty, sweet, and bitter flavors. The wine pairings complement the ingredients. It’s a balancing act, much like crafting a sales presentation.

To produce spectacular sales, you need to follow a proven formula. The structure of the presentation is as important as the presentation itself. You don’t want to “serve” up the close before you’ve created the desire to buy. Instead, you want to elicit a variety of emotions in your audience. And like a beautiful wine pairing, you need to balance delivering content with making a strong pitch.

When all elements come together, your audience will crave what you’re selling.

Tomorrow, I’ll share the “first course” in a one-to-many sales presentation that’ll fill your calendar with prospects who know, like, and trust you and are ready to do business with you now.

Kick butt, make mucho DEEnero!

Dave “Are You Hungry Yet?” Dee