Ditch the Sales Pitch

Ditch the Sales Pitch

Ditch the Sales Pitch

Some salespeople still launch into a sales pitch too early in the conversation, which puts the prospect in a defensive posture and creates a needless barrier.  They’re too busy pushing their solutions instead of listening to prospects pains and problems.

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Great salespeople ask precise probing questions. They listen and extract pertinent information.  They question and comprehend the pressing problems so they can prescribe the right solutions.

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Your potential customers are watching you closely from the moment you’re meeting them to how you’re treating them in the sales process.  If you’re being pushy with a cookie-cutter approach and the focus is on you, it’s unlikely that you will get a second meeting or the sale.  That approach creates resistance and causes potential customers to flee or retreat.
There are many reasons prospects feel the urge to withdraw from your pitch. One blaring reason is that you are using tension-filled sales pitches instead of having high-value sales conversations. Why else would they feel like they have to lie, hide and evade you?

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A tension-filled sales pitch is a one-way monologue. You talk endlessly about how great you are or how perfect your product or service is without asking probing questions to find out your customer’s true needs and pains.
A high-value sales conversation is a discussion where you have an open, two-way dialogue about your prospect’s situation, problems, concerns and issues.

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Many salespeople give customers no choice but to employ the age-old tactics of avoiding, evading, hiding, stalling, vanishing and lying. Salespeople are to blame for triggering these reactions and they’re responsible for preventing them.
Many salespeople are using outdated sales phrases, techniques and closes that create tension. This raises the heat and adds unnecessary pressure in the sales process. This causes customers to flee. Many don’t even know they’re applying subtle pressure and tension because that’s the only method they have employed.

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How can you start a conversation in a totally natural, familiar way that doesn’t sound like a sales pitch to your customer, doesn’t feel like a sales pitch to you and yet increases your chance of getting your next referral or making your next sale?
Unfortunately, there’s no such thing as a magical phrase that will make the other person want to buy your product or service – it just doesn’t exist. What does exist is a tension-free approach that will elicit interest from the other person so that they will want to engage you in a conversation. Every business is different and every conversation is unique to that business.
I’m not suggesting that every sales person is to blame for this behavior.  The customer has some responsibility here as well.  What I’m suggesting is when you enter into a sales conversation you take responsibility for distinguishing yourself in a different way so the customer does not view you like every other sales person. It’s up to you to create the conversation that creates mutual respect.

One more thing to consider…..Need a “911” Strategy Session? If you are struggling with sales and/or keep running into the same obstacles and issues, reach out and schedule a 30 minute complimentary call with me. You never know…it could change your sales results and bottom line. This session is an opportunity for me to ask questions and learn where you are in your business, where you want to go, and what might be holding you back.

PS. THIS IS NOT A FREE COACHING CALL. That would be irresponsible of me to offer you, as change doesn’t happen overnight, and certainly can’t happen on one phone call. This is purely a chance for us to get to know each other, see where you are in your business, and see if it makes sense to work together. I want to serve you deeply, and in order to do that, we need to have a frank conversation about your business first.