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Weekly Business Development Tip
Are You Pitching?
Imagine…there you are…finally in front of your prospect. It’s your time to shine. You bring out the big guns and launch into your pitch. I HOPE NOT!!
Are you pitching your products or services? If you are, you may have the wrong perspective on sales. Who is the pitch all about? It's about you. Does your prospect really care about you? I would suggest that they don't. What they care about is how you can help them.
In the past, I've talked a lot about listening versus talking. If you are pitching you are talking. You are talking about what you think is important to your prospects as compared to what is really of interest to your prospects. You are setting yourself up for objections.
When you are asked to do proposal or presentation, bells and whistles should go off, red flags should be waving and the high marching school band should be playing background music in your mind. It's a signal that your prospect may not be seeing the perceived value of your offering. Replace the proposal, presentation or pitch which is all about you with ideas and recommendations which are all about them and how you can help the prospect achieve their goals and objectives.
In order to make strong recommendations, you'll have to gather lots of information about your prospect and their particular challenges. You'll have to ask a lot of questions. As you ask the questions, who does the talking? YOUR PROSPECT. As you ask the questions, who becomes more credible and the trusted advisor? YOU!
Now ask yourself, would you rather be pitching YOUR services and products or winning new clients?
Ken Levine
Impact Business Solutions, Inc.
508-845-8849
SELL MORE BY SELLING LESS
www.impactbussolutions.com
Call toll free: 877-845-8849
