Customers are more impatient now than ever before, your product or service may not sound new to them.
In their minds, ‘You’re just another sales person’ .But you’ll have to sell your products however.
What will make your message and offering stand out from the pack? To find out, keep these sales secrets close to heart before you pitch.
Profile your prospect and assess the environment
Way back in high school, guys always look out for the best spots to talk to girls. Imagine trying to woo a lady you’ve been on her trail for quite some time only to get that chance at a city center bustling with traffic as pedestrians cross the streets back and forth, vehicles honking as they drive by.
It’s undoubtedly going to be disturbing unless you’ve got some other stunt ideas. Asides that, getting snubbed or backlashed by the lady is anticipated.
It’s same psychology at play when you try to engage a prospective customer who’s got a busy schedule and other things mentally bothering him/her.
It’s no doubt that your message will be most receptive in some environments as opposed to others. That is why you have to profile your client and the environment that’ll be best suited to get his/her attention.
This is not to say we shouldn’t take risks to try and assume that you’ll be most successful only when the environment suits your move. You’d need to discern when to continue, hold on or back out.
Tell your story in sixty seconds
We’re not telling ‘tales by moonlight’…
You wouldn’t want your client regretting why he granted you audience in the first place. It’s advisable to rehearse your key phrases all within a set time frame so you don’t ramble in the process. There’s nothing that pisses a prospect off like an inexperienced communicator.
Your client may be smarter than you think
Taking into perspective information overload and quick access to updates on Google, sure you can’t hide valuable information from anybody. Its important to know that 21st century clients are not naive but knowledgeable and could be a step ahead of you.
So its required that you prepare accordingly and know where likely questions may come from.
Understudy who you’re going to pitch and be honest and smart with your answers.
Understand how your products work
Most sales people express frustration over pitches that nearly broke the camel’s back. After a pitch, they just don’t hear from the prospect again. That’s sad…sorry.
One major reason for failed pitches is the inability of the salesperson to communicate the uniqueness of a product they want to sell. They don’t just sound convincing.
My boss always says this “You’ll have to convincingly sell to yourself first before someone else believes in you” and I’ve experienced this to agree its true.
I make efforts to convince myself in my writings before I’ll choose to convince you and every other person that stumbles on my work.
This is the first place to start. After all, your brand story alone won’t sell the product. You need to understand what you’re selling, push it through and be persistent, you’ll get the deal.
Know what your competitors have sold to your prospects previously
You’re not going to be the first sales person for super-white detergents, flat screen TVs or beautiful gas cookers. It’s certain that someone else must have sold these items before you joined the league.
It’ll be helpful to know what your competitors have sold to your prospect in the past in order get a clue of his previous experience; avoid asking silly questions about the size, shape and colour of the competitor’s product, those are irrelevant.
Try to get him focus on your product at least for the period you’ll be conversing together.
Act as if you’re doing your prospect a favour
Bragging a bit won’t hurt; just avoid going off the line towards being proud. Show confidence in what you’re selling while being persuasive.
A customer will tend to trust you if you don’t show signs of desperation. be calm but firm in your presentation.
At the end, make your prospect see what they’ll be missing if they choose to buy from someone else.
Do you have other customer pitching ideas? if yes – kindly share in the comment box below
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Chinedu is a portfolio risk manager and content writer. He believes desired results are born out of creative thinking.