Is your sales pitch is in need of some serious renovation?
We all want to be able to persuade. In fact, everyone has to sell others on our ideas – whether you are in a traditional sales role, or maybe just someone trying to pick a good Chinese restaurant for your date. You might say that sales and sales pitches are a part of everyone’s life, at some point or another. Yet, the sales pitch is in need of a makeover – a transformation, if you will. And, if you won’t – you probably won’t get the deal!
Your sales pitch stinks because (let’s face it): it’s a pitch.
Look, I’m not trying to mince words here. I pitch for a living, and help others to do the same. Persuasion is my currency! But what I’ve realized is: the “pitch” needs to be updated, if you really want to engage and persuade.
Step into a different elevator, and let me explain:
The thing is, true influence doesn’t come from a pitch. It comes from a conversation.
Now, that conversation is persuasive. It’s also concise, and compelling. If you know what you’re doing, it creates a two-way dialogue – when someone says, “Tell me more…”
In a modern context, your sales pitch has to really connect with your listener, if you want to persuade.
Creating influence is about teaching your customer how to buy. Don’t memorize a monologue – it’s time for a little improvisation.
Relationship selling is nothing new. The myth of the Great Salesperson is based on the super-friendly, accommodating and “bend-over-backwards” rep that does anything for the customer. Sadly, that ideal is fractured when good people bring in bad business. Or when someone gets bent over backwards.
Are you really a trusted advisor for your customer – your team – your company?
“Ahhhh,” I can almost hear you thinking, “Why do I need to be a trusted advisor, when I’m just selling [copiers, prescription medication, office supplies, electricity, or just looking for a good Chinese restaurant]?”
Well, maybe you don’t need to create engagement. Perhaps that’s the approach of your competition.
If an order-taker approach has worked for you in the past, I’m not here to argue with success. But, if you want to expand your reach, your influence, and your account base, I suggest that you consider the difference between being a vendor and being a true business advisor. If you lead a team of sales people, maybe you should consider how you are communicating an updated “pitch” to the team. What’s your strategy?
Leverage your relationships to help your customer to buy. Learn their business, and show them ways that your solution can cut costs, in the context of a conversation.
Stop pitching, and start connecting, with a message that’s based on a conversation.