If you prospects are not “getting” your sales message, it may be time to reframe your sales process as a dialogue instead of a pitch. While a pitch implies a one way bombardment of words, a conversation implies connection, rapport, and mutual problem solving.
Here are the 5 key components of my sales message:
- Do Your Homework: The first thing you need to do is research. Without research intel you’ll come to the table with little knowledge of what to ask. Before cold-calling a prospective client, spend time doing some research; who they are, what they stand for, what are their pain points? Use Google to get acquainted with the industry and the market so that you can understand what the needs of this particular client might be.
- Have Goals: Set positive goals for yourself, and make an attempt to follow through with them. Think about tangible outcomes in your mind that you would actually like to see, such as a sale, a follow-up lunch meeting, or an appointment for a demonstration.
- Build Rapport and Trust: Talking to someone who you know just wants to sell you something is huge turn-off for most people. As you meet with clients, focus on the relationship rather than the sale, because sales will come automatically when potential clients like interacting with you. Nobody likes to deal with somebody who sells them something and then disappears off the face of the earth. It’s a must that you know your product and your industry inside an out. In fact, you should be an expert. You won’t get by with made-up facts and figures, you have to be a genuine expert on what you’re selling. When you know what you’re talking about, potential clients will trust you, and be more inclined to buy from you.
- Listen: Ask the right questions to discover as much information as you can about them. Use this to scope out any potential situations that could be addressed with your solution. Don’t overburden them with information about your product. Instead, glean what you can by engaging them in conversation.
- Show Value: Believe in the value of your product, and be able to communicate that value to your prospect. Get them to recognize the value of your solution by engaging them with scenarios that illustrate where your product will fit in their situation and how it will have a positive impact their productivity and profits.
The Take Away
Sales conversations are just that: conversations. Avoid making one way pitches. Engage your prospects by asking questions, listening, and highlighting the value to them of what you have to offer.
Call us to find out how we can help you reframe your sales message.
Bob Milliken is a master marketer specializing in helping businesses achieve outrageous levels of success. Bob can be reached by phone at 604.270.1730 or by email at firstname.lastname@example.org