What is a Good Sales Pitch or Sales Pitch Suicide?
Read More: How to avoid Sales Pitch Suicide by making sure you know the problem before you jump in with the solution!
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About the Author: Barbara Silva
Member Since: 06/02/2008
Company: Barbara Silva Consulting
I'm a Distributor For:: Send Out Cards
Industry: Coach
Primary Web Site: http://www.how-to-market-guide.com
Company: Barbara Silva Consulting
I'm a Distributor For:: Send Out Cards
Industry: Coach
Primary Web Site: http://www.how-to-market-guide.com
Really interesting topic
Barbara,
Great topic and excellent example! There is a really simple, and direct, and effective, and almost perfect way of connecting to a client (lead, prospect): what would you like me (or my company) to do for you? Your lawn, your wealth, your health, your dreams...!
And yet, on that specific call, we jump ahead and try to solve whatever it is that WE want solved (or sold), without ever listening to what the buyer needs! I personally needed that reminder and appreciate your post!
To your succes,
Leonardo Saraceni
Personal Development Specialist
Sales Pitch Suicide
Thanks, Leonardo.
More than once I've known in my heart of hearts what step a client should take - but if they don't see it that way, I'm risking my relationship with them by pushing my ideas. And really, don't we all simply want a chance to be heard? Framing the solution around the client's needs can lead to a much longer lasting relationship.
Thanks for your feedback -- and for your visit!
Barbara
An excellent post for anyone in the sales arena
Barbara,
You hit the nail on the head with this one. As a licensed insurance agent here in Texas, one of the first things I learned was not to attack the decisions my potential client had already made (i.e. the carrier they had chosen previously).
I found it much easier to gain a clients ear by asking what they did not like about their current coverage/company or what they would change about their current plan, rather than by jumping in and pointing out the short-comings in the plan they had chosen.
In many instances, I found that even if I were not able to improve their situation, because I had put their needs first, they felt comfortable referring friends to me.
Thanks for the reminder.
Have a GREAT day,
Warren