Chunking
Technique
WHY It Works
Respects brain bandwidth. People can only hold a few facts at once; chunking prevents overload.
Keeps focus on the problem. Small doses of info spotlight how each feature fixes a pain, not random bells and whistles.
Builds belief step by step. Each confirmed chunk adds another brick of conviction until the prospect owns the solution.
HOW TO IMPLEMENT
Goal: Deliver value one tight package at a time.
1. Frame the first chunk
“Let’s start with how we cut your onboarding time.” Share a single feature that solves that issue, then pause.
2. Confirm and label impact
“Does this address the missed-SLA problem you mentioned?” Wait for yes or correction.
3. Stack the next chunk
Move to the second pain only after the first is locked. Repeat: explain, confirm, pause.
4. Summarize every stage
“So far, we have tackled onboarding speed and data accuracy. Anything missing before we move on?”
Serve details in small, bite-sized units. Aim for three points or fewer at a time so the prospect can grasp, remember, and act.
Practice tip: After each key point, ask “Is that clear or did I get that right?”
DID YOU DO THIS?
Ask yourself: Did I present each idea in clear, digestible chunks and confirm the prospect’s understanding before adding more?
COMMON PITFALLS
1. Data dump frenzy: Racing through a slide deck of twenty features without pauses.
2. Ignoring emotion: Leading with specs instead of asking how each fix would feel or what it would free up.
3. Losing the thread: Jumping ahead when the prospect’s nods signal partial, not full, understanding.