Posts tagged "confidence"

Getting to “Yes”

“No one can remember more than three points.” Philip Crosby

All the effort you put into your sales cycle boils down to the fact that you are able to convince the customer to buy your product/service. There are a many factors which have to be in place for you to get to “yes”.

1. Confidence: Throughout your pitch, the customer is going to be evaluating you continuosly through the way you speak, gesture and articulate your thoughts. All of these factors come together when you are convinced about the value of the product you are selling. If you have the slightest doubt about what you are selling the customer is going to pick up on it. So make sure you believe in whatever it is you are selling.

2. Listen: During your pitch or in the Q&A session listen intently to the concerns which are being raised by the customer. Is there any one segment which he is focusing on repeatedly? By concentrating on those you will be able to break down any internal barriers which may be stopping the customer from make the purchase. If you are selling a complicated product which requires several meetings with the customer taking down detail notes helps in preparing in advance for future negotations.

3. Summarize: After concluding your pitch you should tell the customer once again about the product and the value proposition in a very short, concise and understandable manner. This recap helps to put things into perspective as the customer has had to digest a lot of data. If you have built a solid case this is when the customer will ask you probing questions about price, delivery and implementation which often signals a green light for the contract to get signed.

I have always been a straight shooter when I pitch to clients. There are a ton of “closing strategies” which you can find in books and the internet telling you ingenious ways on how to get to “yes”. The most effective one that I have found, is to be honest, confident and concise.

The Sales Pitch

“It takes one hour of preparation for each minute of presentation time.” Wayne Burgraff

We have all,over time, been pitched something or the other. Some pitches have been good, others could have been better, and some had you looking for the nearest exit. The sales pitch is the amalgamation of your collected information and value proposition in less than 60 minutes. First impressions are critical and in most cases, the deal closers or breakers. Think of the times when you were pitched something, be it a business idea, a product or a service. What were the factors which influenced you into making the decision to buy?

Two steps need to be taken to get to that buying decision. The first is a pre-demonstration pitch, this is where you break the ice with the customer and build rapport. This is a technique all great closers use as it lowers the internal barriers we put up when someone is pitching to us. Building rapport is an art which is learned over time and is a skill which you continuosly need to hone. Once you get good at it, you will be able to shift the customers mindset to a more accepting one, to a point where you are more likely to close the deal.

The second step is when you actually begin the sales pitch. This is when you show the customer what it is that you are actually selling and how it is going to help them. All the information you gathered about the industry and the client must be reflected in your pitch. An attention to detail will help create a much closer connection with your prospect. This allows both of you to look at the concept from the same wavelength.

This is when you arrive at a point when the customer is faced with a buying decision. If you have showcased your product/service confidently and have clearly shown how it is going to add value, closing will be much easier. Whichever method you use, whether it be a power-point presentation, a story board or a simple discussion, remember, keep your pitch simple and to the point.