Your Pitch
Take a good look at your sales pitch. Many sales people start the day as finely honed razor sharp sales machines, but through the sheer number of calls they make end the day delivering a lazy and half-baked sales pitch that isn’t going to interest a prospect. The content of your pitch is key. Physically write down your pitch, word for word, in the way that you actually deliver it, and then sit down and read it back. Does it make you wince? Do you sound like Del-boy?
Rewrite your pitch in such a way that it immediately demonstrates the value of your products. We’re not talking added value here, we’re talking about communicating value in terms that your prospect can understand and take ownership of. For example tell them how it will make an immediate difference to their business, how it will save them time in their day to day work, how it will put money in their pocket. Structure you pitch to tell them WHY then HOW then WHAT.
People will be far more interested in your pitch and you will be as energised at 5:30 as you were at 9am, because you will have had a good day. Once you have practised your pitch, screw the piece of paper up and throw it away. Never, ever use a script. They make you sound disinterested, robot like and impair your ability to listen.
Don’t Sell, Let people buy.
How many people have called you and said “Morning Joe, I really wanted to be sold to this morning, so I thought I would give you a call!” How many times though, have you made a sale when prospects have called you and asked questions about ownership? For example “what’s the next step?”
By delivering value in your pitch you allow people to buy into what you’re saying. By using old fashioned sales tactics (which not only make you look stupid, but also insult the prospects intelligence) you’re just going to leave them cold. People hate to be sold to, but they love to buy. That’s important, remember it at every point during the day.
Be in it to help your clients.
Don’t do what you do just to collect your commission. The worst sales people in the world are money motivated. If you’re smart you will have already realised that clients buy from you because they like you. If I can help my clients in any way, I will always do it, and without ever expecting to get anything in return. If you help your clients, they will value you and your company, and turn into long term clients, which in itself fills your order book and your bank account for years to come.
______________________________________________
Are you pitching properly?
24 March 2014
Ian Titchener, Director of Telemarketing Matters, writes: In my last article we looked at how to cherry pick your clients. In this week’s post I thought it might be interesting to look at how to radically increase your chances of working with these people!