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Sales Training London: A Blatant Sales Pitch
Written by: Marcus CauchiArticle Overview: Traditional sales teaches you to qualify, present your features and benefits, trial close, close often and finish off with a professional proposal. This article disputes the very core of traditional selling and most of you will choke at the thought that you shouldn't close at the end of your pitch, that you shouldn't sell using your product's benefits and that Powerpoint is the end of the line for a successful career in sales. In fact, I'd recommend you don't even take a pen or a business card to a first meeting but that's the subject of another article.
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Free Download - Sales Training London: Why Aren't You Making R.E.C.O.N. Calls to Your Customers to Keep Them By Marcus Cauchi |
Sales Training London: A Blatant Sales Pitch
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
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