How to do a Sales Pitch - Alex Hormozi

Learn Alex Hormozi's effective three-pillar sales pitch framework and how to simplify or elaborate your pitch based on product type.

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Key Takeaways

Tailor your sales pitch complexity to the type of product (DIY, done-with-you, done-for-you).
Keep DIY and done-with-you pitches simple to avoid overwhelming the prospect.
Use detailed step counts in done-for-you pitches to build credibility and show effort.
Always get the prospect to invite you to sell before launching into the full pitch.
Simplify complex processes by grouping steps into larger buckets.

What the video covers

Alex Hormozi advocates a three-pillar sales pitch framework tailored to product complexity.
For do-it-yourself or done-with-you products, keep the pitch simple with few steps.
For done-for-you products, emphasize detailed, multi-step processes to show value and effort.
Done-with-you offers combine do-it-yourself steps with added accountability and support.
Avoid overwhelming prospects with complicated feature stacks that confuse and deter them.
A key tactic is to get prospects to invite you to sell by confirming fit and asking for permission.
Chunk multiple steps into larger buckets if your process has many steps to maintain simplicity.
The three-pillar pitch is generally more effective than feature-heavy pitches.
The pitch should be adapted based on how much work the customer is expected to do.
Getting explicit permission to pitch increases engagement and reduces resistance.

Chapters

What is the three-pillar sales pitch framework?

The three-pillar framework is a structured approach to pitching that simplifies the sales process by focusing on key pillars tailored to the product type, making it easier for prospects to understand and commit.

How should I pitch a done-for-you product differently from a DIY product?

For done-for-you products, emphasize the many detailed steps your team follows to show value and effort, while for DIY products, keep the pitch simple and straightforward to avoid overwhelming the prospect.

Why is it important to get the prospect to invite you to sell?

Getting the prospect to invite you to sell creates permission and engagement, making them more receptive to your pitch and reducing resistance during the sales process.

Full Transcript — Download SRT & Markdown

Speaker A

Then we go into the pitch. All right, now I am a big advocate of a three-pillar framework, and I talk about this in the closure process. Let me tell you some advanced stuff on this. So, the more do-it-yourself or done-with-you the product is, the more you want it to be simple. You want it to be one, two, three, ABC, whatever. The more implementation you have, the more done-for-you it is, the more you want to show, "Here's 11 steps, 27 steps that we follow," because what you want someone to see is, "Oh my God, this is so much work." Then you say, right? And so they believe that it works, but they don't want to do the work. And so you're like, yeah, oh, I believe that if I do 38 steps to improve my YouTube videos, they'll improve, but can you just do it for me? And that's where you want them to go.

Speaker A

But if you're selling a solution that they're supposed to do a certain percentage of the work or a greater percentage of the work, then you want it to be as simple as humanly possible. And if you're curious, like why is do-it-yourself and done-with-you more or less the same, it's that I actually see done-with-you as basically a do-it-yourself sale plus accountability, help, troubleshooting, getting you unstuck. So it's really just that. Theoretically, if you just follow the steps, you could do it yourself, but just to make sure that you're successful, we'll add this extra help in rather than, oh, we're going to do it all for you, which is a true done-for-you offer.

Speaker A

And so instead of the three-pillar pitch, what this company was doing was they had a feature pitch or a feature stack. So they were making it seem really complicated and having way too many steps and overwhelming the prospect. But then after the prospect's overwhelmed and confused, it was like, great, you got that, so you're going to do it. And then you're like, uh, right. And so they're like, no, thank you.

Speaker A

Now, if you're like, hey, all that, I'll do it different pitch, three-pillar pitch. If you're not sure, stick with that. Usually crushes. And if you're like, wait, I have six steps in my process, you just chunk up. It means that you just gather two of them together and just make it a larger bucket.

Speaker A

And one tiny tweak that we added before the pitch was basically getting them to invite us to sell them. So we said, hey, given everything that you just said and you're doing X in revenue, you meet Y qualifications, and the fact that your challenge is this, I think that we'll be able to help you out and that you'd be a great fit. Our experience is in solving this exact problem for your type of person. And if you want, I can walk you through that, but where do you want to go from here?

Speaker A

And so then they have to say, no, please walk me through that. And then basically they're giving you permission to launch into the three-pillar pitch.

Speaker A

it yourself but just to make sure that you're successful will add this extra help in rather than oh we're going to do it all for you which is a true done for you offer and so instead of the

Speaker A

three-pillar pitch what this company was doing was they had a feature pitch or a feature stack so they were making it seem really complicated and having way too many steps and overwhelming the prospect but then after Pro prospect's

Speaker A

overwhelmed and Confused it was like great you got that so you're going to do it and then you're like uh right and so they're like no thank you now if you're like hey all that I'll do it different

Speaker A

pitch three-pillar pitch if you're not sure stick with that usually crushes and if you're like wait I have six steps in my process you just Chunk Up it means that you just gather two of them together and just make it a larger

Speaker A

bucket and one tiny tweak that we added before the pitch was basically getting them to invite us to sell them and so we said hey given everything that you just said and you're doing X and revenue you meet y qualifications uh and the fact

Speaker A

that your challenge is this I think that we'll be able to help you out and that you'd be a great fit and our experience is in solving this exact problem for your type of person and if you want I

Speaker A

can uh walk you through that but where do you want to go from here and so then they have to say no please walk me through that and then basically they're giving you permission to launch into the three-pillar pitch

Topics:sales pitchAlex Hormozithree-pillar frameworkdone-for-youdone-with-youdo-it-yourselfsales strategyclosing techniquessales processpitching tips

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