How’s Your Pitch???

In your sales process, when it comes time for you to share what you have to offer with your prospect (present), what do you include?

Is it a “pitch?” (I hate that word when used in selling) Are you simply telling your prospect how great you and your company are, and what you offer is, or do you do something different?

When it comes time to let your prospect know what you can do for them be sure to:

Be enthusiastic. You don’t need to be over the top, but enthusiasm is contagious. If you’re not excited about what you have to offer, why would your prospect be excited and want to buy?

Talk about features but tie every feature to its corresponding benefit. People don’t buy features, they but what those features will do for them (the benefits).

Include a story about someone else, like them, who had a similar situation, chose to do business with you, and lived happily ever after. This story (it’s got to be a true story) helps overcome the way the brain works when it comes to making a buying decision, and helps people get past their fear of making a bad decision.

Leave pitching to the person standing on the mound at a baseball game.

Sell conversationally! (Conversational Selling Skills)