The Late Show with David Letterman features Dave’s Late Show Top Ten List. Since September 18, 1985, Top Ten List has been among the most popular comic bits on television. The Late Show’s writers provide Letterman with the perfect comedy routine.  First of all, the routine is short.  Second, the list contains ten punch lines to the same premise.  Seldom are all ten jokes funny - but at least one always gets big laughs.

Consider preparing a Top Five* List that provides reasons potential clients should do business with you.  In addition, prepare a list for each type of product you offer your clients. A final list should contain the top five reasons the client should buy a particular product that you offer.  These lists should be client benefit-driven, not focused on features.  (If you are a sales trainer, or financial product wholesaler, this idea can help you make your sales points - quickly.)
Like Letterman’s lists, you will have a compilation of the hot buttons that make clients buy - and at least one of them will be right for your client.

Good selling!

* Five strong reasons are better than ten diluted reasons.

Our recent sales teleseminar, “What’s Your Story?” set a record for teleseminar attendence.  THANK YOU!  Click here to go to my website for a replay of my teleseminar, as well as a handout.