His methodology is a simplified version (which is not a negative statement) of McKee's Story model: Andy clearly mentions McKee's books as his main inspiration after failing with a venture capital pitch several years ago.
Andy Raskin Model
Dissecting and analyzing several successful sales pitches, mostly from startups, Andy identified a common pattern. Specifically, he noted how brilliantly leads were guided through five elements, in the following order:
1. Name an important and relevant change in the world
Never start a sales presentation by talking about your product, your headquarters locations, investors, customers, or anything about yourself.
Instead, he names the undeniable transformation they are producing in the world:
The big bets
your potential client's perception of urgency.
2. Explain that there will be winners and losers
Explain how the change you mentioned above will create big winners and big losers.
Adapting to this change will likely result in a very positive future for the potential client.
At this point, it's tempting to go into the details of jordan consumer mobile number list your product or service. Resist that urge!
If you present product/service details too early, potential customers won't yet have enough context to explain why those details are important and will consequently tune out.
Instead, first, you present a “teaser” vision of the happy ending your product/service will bring to the potential customer, what Andy calls the Promised Land.