Every sales rep puts their own unique spin on pitching. One salesperson might start off asking detailed questions, while another might share some customer success stories. There’s no one right way to do it, and what works for you might not work for another promo pro.
Richard Harris, the founder and CEO of The Harris Consulting Group, says a great sales pitch isn’t a pitch at all. Instead, it’s a conversation. Think of it as an opportunity to connect with your prospects and make a compelling case about why your promo solution is the right fit.
In this issue of PromoPro Daily, we share a few actionable tips from Harris on how you can improve your next sales pitch.
1. Determine the skeptics. Many buying decisions are made by committee, which means you might have to get through some skeptics first. Harris recommends saying, “I know when we get off this call, you’re going to take this back to your team. Tell me: Who on the team is the most skeptical, and what are they skeptical about?” After you hear the response, you could say, “OK, would it help if I sent you XYZ to address that? I’d hate for you to become a ping-pong ball with back and forth.”
2. Drop the buzzwords. Keep it clear and avoid jargon. It’s also important to avoid overloading prospects with unnecessary information. You should always use language your audience understands, Harris says.
3. Don’t gloss over objections. It’s better to tackle them head-on. When an objection arises, Harris recommends asking their concerns. This allows you to guide them on a path that leads to a “yes.” It also shows confidence, he says, and reassures the prospect you’ve thought everything through.
4. Define next steps. Maybe it’s a follow-up call or a chance for the prospect to compare different promo. Defining what happens next creates accountability and urgency. Don’t leave the conversation open-ended, Harris says.
5. Review and refine. Every pitch gives you data, so use that data. Reflect on what went well and how you could improve next time. Harris points out that when you hone your pitch, you’re sharpening your overall sales strategy.
Use the tips above to fine-tune your next sales pitch. Remember to avoid industry jargon and address any objections upfront. When you practice active listening and clarify next steps, you can ensure your prospect feels heard and understood. This not only builds trust but sets the stage for a stronger business relationship.
Compiled by Audrey Sellers
Source: Richard Harris is the founder and CEO of The Harris Consulting Group. He contributes to the Salesforce blog among many others.
