Still Pitching?

As A Sales Professional - Are You Stoll Pitching ... ? 

Before I begin, maybe we should get on the same page?

PITCHING: a definition.

A, somewhat rehearsed presentation, stating a product or service’s benefits, presented with the intention of persuading another person to purchase said products or services as soon as possible.

OK so the pitch is a salesperson’s attempts to get the prospect to buy as soon as possible … seal the deal … sign the dotted line … turn a “no” into a “yes” … getting into the end zone … the money maker…

It’s a concept that for SALESPEOPLE has become a closely guarded secret to their teammates, but a badge of honor and achievement to their peers and competition.

In almost every course or coaching engagement I get invited into, people’s most often desired outcome has been … closing PITCHES  that work!! How you can close anything…anytime…to anyone!!

Everyone wants to get that elixir of the sales industry that’s going to transform Mrs or Mr Average Salesperson onto a heavy hitter!!

Have you ever stopped to find out or ponder how the client views … the PITCH!

My research is suggesting some of the following….

• It’s Annoying
• It’s Predictable
• It’s Disrespectful
• Does not sound genuine or authentic
• It’s manipulative.
• It’s pressurizing.
• Takes ALL the focus away from the client and places it on the salesperson.
• Sounds similar to every other salesperson “out there”
• We’re the biggest
• We’re the best
• We’re the fastest
• We’re the most trusted
• We’re the ….. blah, blah, blah
• Very seldom communicates “care” of the client’s situation.
• Makes a bunch of promises around things that only get tested AFTER the sale.
• Performance
• Aftersales service
• Response times
• Repair times
• Includes a myriad of statistics, facts and figures that aren’t of much interest to the client
• Requires little or no intelligence to deliver

Here are some stats gleaned from some of the sales sites I like to peruse from time to time:

• Only 13 % of customers believe that the salesperson understands their needs. – (thebrevetgroup.com)
• 5% of customers remember statistics quoted by salespeople – (thebrevetgroup.com)
• 86% of people said they would be more likely to make a purchase from someone who attempted to understand their company and their service. – (vonage.com)
• 59% of people are irritated by a generic sales pitch. – (vonage.com)
• Only 7% of top performers report pitching – (Hubspot)

…that last stat really hits home… only 7 % of top performers report using a PITCH. Let’s assume that 15 % use a PITCH but didn’t report it for the purposes of that survey!! That still suggests that 75+ % of top closers / performers DON’T USE A PITCH!!!!!

… and yet – salespeople seem totally fixated on pursuing PITCHing as a viable closing technique.

As professional salespeople should we even be using terms like closing “techniques!”. It definitely implies bullying, manipulating, controlling or cajoling prospects into signing something they are not yet convinced of, or ready for.

It smacks of disrespect for the client and their ability to understand and know what is right for them or at what time!!

At the risk of placing myself on several “hit-lists” … may I suggest if we are resorting to PITCHing and having to use CLOSING TECHINIQUES on clients – that we haven’t remotely come close to understanding our clients let alone communicate any modicum of care or respect for our them!

I am convinced that there is a better way!

My 4 Pillars of Sales Program will assist you in building a solid Sales Philosophy as well as provide you with a number of very practical sales tools that will work when they are put into practice.

Get in touch to find out more about the all new G-LAC system!!

LEARN HOW TO BOOST YOUR SALES SIGNIFICANTLY …. WITHOUT SELLING!!

You can do this.

Go for it!