Stop Pitching And Start A Conversation

Stop Pitching And Start A Conversation

Stop Pitching and Start a Conversation

Are your potential customers giving you the cold shoulder, the silent treatment and the disappearing act? Not returning your repeated calls or emails? Start pitching and start a conversation.

There are many reasons your potential customers resort to these methods but one blaring reason is that you may be 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? The distinction is powerful.

A tension-filled sales pitch is a one-way monologue where you talk about yourself and your product or service without asking probing questions to find out your customer’s true needs and pains. You believe talking about your features and benefits is the way to get people engaged and ultimately buy. Not so…..

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. It seems simple enough to execute. Unfortunately a variety of factors prevent people from having this type of sales conversation.

Many professionals are using outdated sales phrases, techniques and closes that create tension, raise the heat and add unnecessary pressure in the sales process, causing customers to flee.  

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 jump to buy your product or service – it just doesn’t exist. What does exist and what you must master 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.

Too many proff still launch into sales pitches too early in the conversation, which puts the prospect on the defensive and creates unnecessary pressure.

I suggest that 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 person in your industry. Remember sales conversations pull people toward you and sales pitches push them away.