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Dynamic Pillar Presentation: Using Customer Language for Maximum Impact

🔍 Introduction: The Strategic Simplicity of Pillar Presentation

Core Insight: "All you're basically doing is showing them how, based on what they said, we have a solution that will lead to the future they want."

Your pillar presentation isn't selling features—it's confirming that you can deliver the transformation they've already decided they want. The key to making this powerful lies in HOW you present these pillars.

🗣️ The Language Mirroring Strategy

Fundamental Truth: "How do you choose the right words? Use their words."

The Intelligence-Gathering System

Early in your call, strategically ask questions that will provide language you can use later:

Probe Questions:

"Can you tell me about any approaches you've tried previously?"

"Have you ever had a coach like this before?"

"Have you ever pursued any type of program similar to this?"

"What benefits did you get from that experience?"

"What could they have done to make it even better for you?"

Note-Taking Strategy:

"When they say what they liked, I put a little plus sign in my notes and write out

their exact words—'incredible support,' 'right away help'—because I know those

are things I can lean on later."

📝 The Plus/Minus Documentation Technique

Positive Experience Capture

When they describe positive aspects of previous solutions:

Mark with "+" in your notes

Record their exact phrasing

Listen for emotional descriptors

Example:

"They had an incredible amount of support, so I knew anytime I had questions,

right away I was going to get some help."

Note: "+ incredible support, + right away help"

Negative Experience Capture

When they describe what was missing or problematic:

Document the exact pain points

Note recurring themes

Capture emotional frustrations

Example:

"It was really unclear on exactly what to do. They would always be there to respond,

but they were kind of conflicting. Some people would tell me do X, some people Y.

They were kind of unorganized in their approach."

Note: "- unclear, - conflicting voices, - unorganized approach"

🧩 Constructing the Perfect Pillar Presentation

The Language Incorporation Formula

"Later when it's time for me to present, if they said 'unorganized' as a negative and

'incredible support' as a positive, I might say..."

Example Implementation:

"The cool part is we pair [Pillar One] with our support system. The best part is not only

is it really simple for you to get on a call right away, we have an incredible staff.

What they're going to do is lay out everything in a really organized manner that ensures

you're getting results—because in the end, we're always about making sure you're getting results,

that's all that matters."

Strategic Value:

"Incredible" - Their positive word

"Organized" - Addressing their negative experience

"Results" - Their desired outcome

🧠 The Belief Structure Formula

Three-Part Framework:

If - Your pillar/solution

Then - Immediate result

Means - Life transformation

Implementation Example:

"Our support system allows you to not just bring in more revenue, but you won't be so stressed

about making sure and wasting all this energy figuring out if you're doing things right—

because you have people behind you. Every study shows you're going to go faster with another

pair of eyes on you."

Transition Phrases:

"This is going to allow you to..."

"Which means you can..."

"This results in..."

"Because of this, you'll..."

🚫 The Selective Presentation Principle

Core Insight: "Don't present things that are going to potentially create resistance points."

The Meeting Time Scenario:

"The problem we see often is people saying something like: 'Every Friday at 4pm, we meet with you...'

The prospect responds: 'What time zone?' 'Eastern.' 'Oh, I can't make that time.'

Immediately in their brain they think: 'That's too bad, I don't get to take full advantage of this program.'"

Strategic Implementation:

Present only relevant benefits

Save specific details for after commitment

Focus on transformational outcomes, not logistical specifics

Create the path of least resistance

💫 Advanced Dynamic Pillar Techniques

Strategic Pairing Language

"We pair [Pillar One] with [Pillar Two]..."

Strategic Value:

Creates integrated solution picture

Shows how components work together

Makes solution feel complete and comprehensive

The Check-In Question Technique

"Does that make sense how those kind of pair together?"

"What are your thoughts on it? Do you feel like that could be helpful for you?"

Strategic Value:

Creates engagement rather than monologue

Confirms understanding

Secures micro-commitments

🌟 The Transformation-Focused Approach

Fundamental Truth:

"Right now, you're selling the future."

The most powerful pillar presentations focus not on features (what you DO) but on transformation (who they BECOME).

Implementation Strategy:

Use their words to describe their pain

Use their words to describe their desired future

Position your solution as the bridge between these points

Focus on outcomes rather than mechanisms

💎 Final Wisdom

The art of pillar presentation is selective amplification—highlighting exactly what matters to THIS prospect based on what THEY'VE told you matters.

When you speak their language back to them, your solution doesn't feel like a generic product—it feels like something custom-designed for their specific situation.

Remember: You don't need to explain everything your product does. You only need to show how it addresses their specific needs using their own words.

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