Tweet

Deadly Sin#7B: One-size-fits-all Sales Pitches

Written by: Neil Mahoney

Article Overview: There are two basic weaknesses to one-size-fits-all sales pitches: 1. Failure to appeal to different types of prospects 2. Failure to discriminate among different types of prospects with the same general interests, but who have different "social styles"

Deadly Sin#7B: One-size-fits-all Sales Pitches

A. Failure to discriminate among various types of prospects -- those in different businesses or markets -- is one serious defect of one-size-fits-all sales Pitches. It often means that salespeople will neglect to distinguish differences in the Wants & Needs of different markets or market segments.

This is exacerbated by today's emphasis on the "elevator pitch," and with salespeople becoming too comfortable with their sales story.

You don't sell products or services, you sell people.

1. Different prospects have different wants and needs. Learn them by asking questions. Once learned, the presentation should be tailored accordingly.

2. Prospects are often hearing the message for the first time, so it should be presented fully and correctly -- and in a way that best suits their personality

B. Aside from failing to appeal each prospect's differing wants and needs, is the failure to appreciate or understand that different people have different social styles.

This is commonly caused by another of the "9 Deadly Sins in Sales & Marketing" -- salespeople who think that they're the Star of the Show and not the Stage Manager. (But that's a different subject and it will be discussed in the next installment.)

No salesperson is properly trained to sell until he or she is well versed in the principles behind the Myers-Briggs process which teaches people how to better understand themselves -- and the people they deal with -- thus creating a more-positive relationship.

You can Google "Myers-Briggs" to learn the types of Social-Style testing they offer. You'll find that each of your salespeople will fall into one of four categories:

1. Driver

2. Analytical

3. Expressive

4. Amiable

All their customers and prospects will too.

Our next installment will discuss another Deadly Sin: "How salespeople misperceive their proper roles."

Related Articles
  5 Deadly Decisions in Business and How to Avoid Them
  12 Deadly Mistakes To Avoid On Your Web Site According To Your Strategic Thinking Business Coach
  How to avoid the 7 deadly sins of business storytelling
  Ten Deadly Mistakes To Avoid In E-Commerce
  3 Roadblocks to Avoid when Using Auto Responders for Your Online Income Business

Article Tags: amp, deadly sin, deadly sins, elevator pitch, failure, google, market segments, marketing, myers briggs, nbsp, personality, prospects, relationship, sales pitches, salespeople, salesperson, stage manager, star of the show, suits



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada - Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Re: Watch What you Read - I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be; 1. Main Message (or Point) 2. Example 3. Next steps to put it into Action take away the extra "blabber" and you've got viewers that will come back.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Time management for DIY PR

12 Principles to Spark Innovation

Promoting your company and self with verve

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.