Your absolute best sales strategy and technique should be to STOP pitching your product or service!
We’ve all had it happen. We receive a connection request on LinkedIn, or some other platform, and we decide to accept the request. Maybe because we have some connections in common or perhaps we are in the same industry. The reasons don’t matter. It could even happen in person at a networking event or meeting. We connect with someone new and almost immediately they start “pitching” their product or service to us. Nothing makes me run for the door faster than that. Nothing.
So why do so many sales “professionals” or entrepreneurs approach people that way? There are many reasons. Many people believe that a prospect’s attention span is very short, which is TRUE, so they think they simply must “pitch” as soon as possible or they miss their chance. Some of it has to do with the fast-paced, instant activation world that we live in today. The reasons don’t matter that much. What does matter is that most entrepreneurs lower their chances at success right from the start. So what exactly should they do?
It’s very simple: DITCH the PITCH!
If you’ve read some of my previous articles, you may have heard this before. It’s become sort of my mantra. If you see me speak live at an event, you probably will hear me tell people to “stop selling or pitching.” Seems a bit counter-intuitive to hear that from a sales coach and trainer, doesn’t it? Actually, it’s not. It’s more on-point than you can imagine.
Now, I’m certainly not saying that you shouldn’t sell or ask for the business. All I’m saying is that there is an ideal time and situation when you do. “Pitching” is for pitch contests and really shouldn’t have a place in your normal sales process. I know some people may disagree with me. That’s ok. It’s certainly isn’t the first time. It doesn’t hurt my feelings. I just know what works in MOST sales situations. Let’s break it down from a communication standpoint:
1) Most people prefer to talk about themselves, or in the very least, are most focused on their wants and needs. It’s human nature.
2) To command someone’s attention, you must make it meaningful and IMPACTFUL to them. It’s about bringing VALUE and exploring the impact it will have on them.
3) It isn’t about you at all. It’s about the impact you have on THEM.
All of this starts with you and your business taking a backseat to your prospect in the interaction or meeting. You simply must learn and explore what is important to them. Whether it is a want or a need, you must first understand their situation. Once you understand where they are and what they want and need, then and only then, should you be talking about what you can do to help.
If you are looking for help in closing more sales by NOT pitching and instead bringing massive value and impact to your clients, please feel free to contact me directly and we can schedule a strategy session to talk about YOUR needs. You can schedule your complimentary strategy session at joe@thesalesactivist.com.
For additional tips and information, check out our website at www.thesalesactivist.com.