In my 19 years of sales experience I have been on countless courses & read many books & articles on the perfect pitch. In my opinion it can be easy to over think it and end up with an overly complicated pitch which still leaves people guessing what it is you actually have to offer.
The first thing to tackle is when you are in business, but don’t realise you are in sales…
Everything YOU say, and the way YOU say it represents YOU and what YOU have to offer. If this isn’t as good as it can be, then you are losing leads, which means less clients which equals less £££
I think you get the picture. So, my very first tip is get comfortable with ‘sales’!
Now on to content… Whilst it's important to stick with the K.I.S.S (Keep It Simple Stupid) method & ensure that even your grandparents can understand from your pitch what it is you do, there's often an element that people forget about… the importance of first impressions...
No doubt you've heard the expression: "People buy from people", no news there.
But why is that the case? Exceptional sales people understand that in order to make sales, it is imperative that you earn your prospects trust.
Basic sales lessons will advise you of acronyms like A.L.F.: Always Listen First, A.B.C. - Always Be Closing, F.A.B. - Features, Action and Benefit or K.I.S.S. - Keep It Short and Simple.
All of these have their place, but in this article I'll outline another method to adjust your approach to dealing with prospects. You need to understand that each prospect you interact with, will be a different person, so you need to adapt to each and every one.
How should you adjust your approach?
The simplest way to engage with your prospect, is to try and identify what sort of sales approach will complement their buying style. It’s no secret that we all have different buying styles, some people like to browse and make an informed decision over time, other...