When i first started with the whole “sales” thing. I wasn’t really sure, if this is what i wanted to do?
A lot of people have a certain preconceived notions about what they are going to do, in terms of justifying their respective career choices? And, as a result a lot of people, don’t term sales as a viable career option cause they think, it simply sucks!
Well, i wouldn’t go as far as debating on how good or bad a certain career choice could turn out to be. However, there’s one thing i am definitely sure of is that – everybody is a born salesman. No matter how much we despise selling, or simply hate it. We just refuse to accept the ultimate reality that, we have been doing it all our lives. Since we were little kids. If you are wondering what i am referring to, i’ll discuss those points in an altogether different post, sometime in the coming weeks.
For now, let’s focus on a few points to consider before making a successful pitch.
Making a successful sales pitch, has always been a subject of discussion among the key sales professionals all around the World. I am not too sure, how many people are still not aware of the essence of the entire “pitching” process. It really is a key ingredient of a successful sales campaign. However, as the environment circling the next generation consumer is changing and more and more consumers are fast becoming adaptable to the modern technologies and resources. As a result, the “sales” has evolved and become a lot more interactive, two-way communication rather the more traditional formal “hand shake” approach.
- First and foremost, research. Research plays an important role, even before you think of pitching your services/products to a prospective customer. For an instance, if you are into outsourcing industry and pitching your outsourcing services in the area of Information Technology to the prospect, without even knowing that your prospect just concluded an outsourcing deal with one of your competitors? It will only make you look like a somewhat, fool. Who’d have thunk it, eh?
- Identify the pain areas of your prospect. There was this one time, i reached out to a prospect of mine. And, they were really struggling with the finances, due to a huge chunk of revenue lost annually, cause of the bad reimbursements from the Insurance Service Providers. We identified their pain areas, created a small three slide presentation highlighting how our end-to-end revenue cycle management services would help them in lowering down the cost as well as save a bucket load of annual revenue lost, within the next two years. Voila! The deal took no time at all.
- Don’t trust Hoovers or any other Data website, at first. If you need to take a look at your prospect’s “up to date” financial data, go visit their Investor Relation page on the website. And also, read about their latest news and press releases. It could prove to be a game changer.
- Don’t go overboard, in terms of creating a presentation. Keep it short, simple and direct. Nobody wants to fool around when time is of utter essence. Just bring about the value into the discussion, and onto the table. Rest would follow.
- Last, but not the least have patience. Don’t rush in. Listen carefully. A lot of sales professionals are known for their ” blabbering skills”, which can prove to be a negative or fatal blow to the entire process, while at it. Take your time before presenting a solution, cause it works!
Once, carefully gone through these steps. I think, you would realize, what you missed or were missing while making a sales pitch to the prospect. Always remember, success comes at a mighty expense, including failure.
That’s my 2 cents for today!