When is a sales pitch not a sales pitch?
When it's an interview.
Experience in sales has taught me that you're infront of a prospect to gather information not to give it. How can you possibly prescribe before you've taken the time to diagnose?
How often have you seen a sales presentation that begins with the salesperson whipping out his laptop, powering up the machine and rattling off all the features and benefits of their product and service. The prospect sits there patiently, asks questions, shows interest, parhaps throws out the odd objection and calmly asks for a proposal - all good old fashioned buying signals. You leave after an hour or so satisfied you've done a good job. Then you never hear from them again or when you try to call them they're in hiding and you're in voicemail jail.
I've written many times before on the importance of a strong upfront commitment, and of closing at the beginning, and of passing objections back to the prospect but as I train more and more people I discover just how ingrained the culture of telling not selling is.
Selling has been defined as matching their needs with the benefits you can offer. Why do you think this definition may be deficient? Why do you think that type of belief is potentially lethal in the sale?
How can you better sell under the radar? How can your selling prevent the buyer from building up defence walls?
What behaviours you exhibit and beliefs that you hold today sabotage your success and hurt your earnings?
(C) Copyright Sandler Systems Inc 2006 Happy Selling!
Regards Marcus Cauchi Managing Director Sandler Sales Institute, 180◦ From Traditional Sales Training©
Sales training London, sales management training, sales outsourcing, sales consultancy, marketing consultancy, guerrilla marketing, outsourced marketing, telemarketing, PR, direct marketing Mob +44 (0) 7876 616 983 Tel 0845 458 1237 (UK Only)
London1.Sandler.com
Sales Training London: A Blatant Sales Pitch - To learn more about this author, visit Marcus Cauchi's Website.
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Marcus Cauchi
(Visit Marcus's Website)
Marcus Cauchi is London's first licensed
Sandler sales trainer. 19 years in direct
sales, he's sold physical products,
services and intangibles with varied
success. Over 16 years he left behind over
£56 million in deals he could have won,
but did because he didn't know any
better. He thought you had to qualify for
needs, present the benefits of your
solution, trial close, follow up with a
proposal or further information and the
close. He learned the hard way that when
you "pitch" a prospect lies to protect
himself. When you present and answer his
questions, he'll steal your ideas. When
you close, he'll mislead you or defer to
a higher authority (boss, wife, CFO) and
then when he's got you to document in
writing (proposals) and give away your
confidential pricing, he'll shop that
around your competitors to get the best
deal. When you follow up for a decision,
he'll give you unlimited access to his
voicemail and hide. Marcus teaches
counter intuitive selling. Average clients
increase revenues by 100-1100% in a year.
He's probably not for you though as it's
difficult and expensive.
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