Sales Leadership · Sales Management · Sales Recruitment · Sales Training · Solution Selling

What Would You Do?

Imagine that the next sales pitch you do will set the tone for the rest of your sales life.

That’s right. If you get the next sale – you will have a great sales life, crowned as a success in your industry, sought after and envied across the sales profession.

Similarly, if you fail to secure the next sale, you will forever be doomed to a life of misery, poverty, shame and professional ridicule.

I’m guessing you would prepare for your next sales pitch like you’ve never prepared before.

Remember this:

Amateur practise until they get it right…Professionals practise until they never get it wrong.

So, a few things for your to consider:

  • What would you do differently to prepare for your success, if that was really the case?
  • What would you do that you’ve not doing now?

Maybe you could think about the following:

Amass the biggest body of evidence you possibly can – evidence that you and your firm are great at doing what they do – amass evidence and prepare that evidence in just the same way you would if you were defending yourself from a life of professional hardship and struggle (because that’s exactly what you are doing!)

Do your research – on your prospects, not just look at the website,but read press clippings, white papers, company reports, review LinkedIn profiles of the key people you’ll meet, scope out their business competitors, look at their industry as a whole, immerse yourself in their business sector. Find out what the business aims are, the business challenges, the industry challenges. Sure, the first meeting is a fact find BUT if the first meeting is JUST a fact find then that benefits you greatly, and the prospect barely at all.

Test, refine, practice, fine tune, refine again and practice some more until you have the perfect sales pitch, responsive and all-encompassing. Did you know the most seamless sales pitch looks and feels totally effortless to the buyer? It looks and feels timeless, relaxed, informed and knowledgeable to the buyer. That’s because all the work was done pre-meeting. When was the last time you went to the theatre and saw an actor struggle to remember a line or manifest an emotion on stage? Truth is, the hard work is done before the curtain goes up….

Put yourself in the buyers shoes.Did you notice the ‘to the buyer’ reference in the paragraph above? I will stress this since having observed far too many sales people who fall into the sales gap that screams predictability. The sales presentation doesn’t scream predictability to just me either…it screams the same to the buyer, to such a degree that the buyer is bored by the whole process, and is going through the process just like the sales person is, yet the sales person doesn’t notice…why should they, after all the seller is in ‘performance mode’

Reflect – one of the key ways to improve is to master the skill of reflection. Get into the habit of analysing your own performance, what went well, what didn’t go well and what could have gone better. Be totally honest with yourself or it’s a worthless exercise that will do you more harm than good.

Increase your exposure to other sales people, knowledge and wisdom about your trade. Go out with colleagues and watch them pitch, present and prepare. Search you tube videos and see how other people pitch. Work out what you like, what you don’t like. Work out what works, what doesn’t work. Work out what works for you. Understand their process and why they do what they do when they do it. You can learn sales and how to sell as you go along but you need a great mentor and a huge appetite for hard work, and it can take years OR you can assist the process somewhat by taking responsibility for your own learning and education and start investing in yourself.

Happy Selling


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