The buyer meets with dozens of sales people just like you every year. For them, saying no is the easiest option. Saying yes involves risk—of money, time and change of they way things are currently handled.
So, how can you break through the negativity and win over their business?
Pitching a sale can be difficult. You have your elevator speech and a plethora of knowledge to spurt out in a short time frame. You have a limited amount of time to gain someones interest.
How do you make a successful sales pitch?
When making a sales pitch it’s easy to rely on data and projected sales to sell your product or service. Most of the time in preparation you are focused on what to say and do and forget to recognize a few things that should be avoided. Some obvious things to avoid are – being late, acting nervous and not dressing appropriately for the meeting.
Here are a few additional things to avoid however when pitching a sale.
- Don’t be Boring
- Don’t be TOO Nice
- Don’t be TOO Available
- Don’t Rush
If your boring – no one cares about what you are selling. Instead, strive to create an emotional reaction with the person you’re pitching.
Remember to try to avoid viewing your customer as a prize. Do not grovel and try to overly please them. When you grovel, you become “low status” in the eyes of your potential client. Basically, do not beg for business.
Try to appear important by setting up a time constraint right in the beginning of the sales pitch. This allows you to not only seem important, but also shows the customer that you’re not going to waste his or her time. You can start the sales pitch by stating that you only have 20 minutes to explain your product/service and then you have to head out to your next meeting.
Build Suspense. If you spurt out your 30-second elevator pitch and have nothing left for the rest of your sales presentation – you are in trouble. Building suspense is an important part of the sale. You don’t want your prospect to lose interest.
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