As a sales coach, I’ve had the privilege of working with sales professionals and entrepreneurs and I’ve come to realize many different trends. One of them which I commonly see is that sales professionals tend to forget to do the basics.
Here’s one fundamental principle often overlooked by sales professionals and entrepreneurs.
It’s Not About You!
I was invited to this event as a sales expert to do some coaching where individuals who signed up for some coaching slots got to sit down with me and I learned about their challenges. In the back-end, I’d be able to get some leads added into my funnel.
Anyway, one of them was this lady working with a nonprofit and they needed to generate money so they could acquire homes they could refurbish to be converted into livable places for the homeless.
So she went to various government organizations but their pitch was totally about them. It was all about them – what they did, their problem, etc – basically it was “we-centric.” I also saw the same issue with the rest where they were just talking about them and not necessarily the buyer or prospect would get from it.
Strategies for Creating a Great Sales Pitch:
- Determine what value you can bring to the table.
Find out what they do to generate money. Determine what’s their goal or their overall vision and what they’re trying to accomplish. How can the product or service you have help them to do so? What value can you bring to the table? Before you go for the “ask,” do something that shows your expertise or ability to bring something to the table.
- Stop leading with yourself.
Make sure you come to the table with value or ways you can help their business go forward. This is a fundamental thing you need to realize.
- It’s not what you do, but what you can do for them.
Prospects don’t care about your widget, they care about what the widget can do for you.
- Quantify it.
Find a way to show money tying back to it. Be able to quantify dollars that ties back into their investment to so you can create a compelling message you can use in your pitch.
- Find ways to speak to what your customers want the most.
Here’s a powerful quote from Jeffrey Gitomer, “People love to buy but they hate to be sold.”
Find a way where you can make them feel they’re buying something and they found a solution to their challenge. Ask meaningful questions. Give them what’s going to matter most for them. Hit them where it hurts.
Today’s Major Takeaway:
Go back to the fundamentals and see what they want or the challenges they’re facing the most and tie your message back to that. It’s not about you and what you can do. It’s about how you can help them.
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