All the hard work has finally paid off – You did your market research, analyzed the economy, zeroed in on the target audience and did your homework on the customer. They took the bait and now you’re sitting in their conference room, ready to give your pitch. If there is ever a time to pull out your best sales strategies, it is now! There is just one problem – your customer has probably heard at least ten other sales pitches that day, so why should you think he would remember yours?
Turns out that there are simple tricks that can be employed to make your pitch stand out. Lets look at just three that will do the trick:
This is the most potent requirement of sales training and customer service training. Remember that part about ‘doing your homework on the customer’? Well this is the time to showcase what you’ve learnt about them. Asking questions about the company, their portfolio of products and services will show the customer that you’re interested enough in them to have actually looked them up and done some research. Comments and conversations on similar and related topics that are relative to their company and business also creates plenty of common ground upon which to develop equity or rapport.’Five Strategies for a Winning Sales Presentation’ is an article to help you effectively clinch the deal.
Asking Leading Questions
This line of questioning is quite different from the earlier questions about the company itself. While those were posed to establish common ground, this line of questioning is more to ‘fish’ for information – on your customer’s interests, needs, likes and dislikes. While this gives you insight into the customer’s head, it is also setting up a foundation for you to build your sales pitch on and possibly answer or provide for everything your customer expressed a desire or need.
While it may be normal to feel that the customer is not interested in yet another sales pitch, the reality of the matter is that he actually has some reservations or ‘practical hurdles’ in his head that he thinks you probably are not going to be able to address. Getting to the root of this is crucial to pushing them over the edge from a merely introspective mood to a generally interested mood. Listening carefully to the concerns can pave the way for cutting right to the issue and asking questions like, “Is it the shipping costs that you’re concerned about?” or “Are you anxious about the profit margins for the service?”. Doing this helps to put your finger directly on the pulse of the customer’s needs and better equipping you to be able to help them. This tactic is fundamental to sales coaching.
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