“Ditch the Pitch” for Better Sales Results
Selling efforts often focus on “hit ‘em over the head” techniques – the “sales pitch”, scripts, and one-way communication where there is a lot of talking at the prospect. Spewing more of their expertise and knowledge, more features, more benefits– more PowerPoint slides. More, more, more… Or, you spend time and money on marketing efforts and social media hoping to avoid really having to sell.
When we talk at people, instead of engaging with them, we’re accidentally sabotaging our opportunity to really help them get what they need. We’re putting prospects in a position to say yes or no (usually no), interact or ignore (guess which one is the most common…), participate or tune out. We’re not encouraging engagement or a desire to continue the conversation.
What’s that you say? Your prospect needs to know how great your service is, why they need it right now, and to hear how smart you are?
Buyers Need Your Help
Today’s sophisticated buyer doesn’t need more information – she is already overwhelmed and starved for time. Buyers need someone to lead them to cut through all of that clutter and separate the data, details, and the noise for them, not make their situation even more confusing.
Remember – the goal of selling is to win their business!
Maximizing every selling opportunity is how we get better results in less time with less effort. (Unless you were the kid who dreamed of being a sales person when she grew up, then better results faster with less effort is for you.)
What do buyers really want? You, like many others, may think it is lowest price. While buyers do want value for anything they spend their hard-earned dollars on, not yet published research confirms that buyers really want six things you may have never thought of.