My friend Steve Yastrow, a shrewd advisor and author, recently introduced this “Ditch the Pitch” approach, which you’ll find in his book of the same name at yastrow.com. It’s so packed with great ideas, I asked Steve for permission to share my top takeaways here. If your sales pitch isn’t delivering the results you want, switch things up. Better yet, do something radical: ditch the pitch entirely!
Fact: Nobody Likes a Sales Pitch
You don’t enjoy being on the receiving end of a canned sales pitch, and prospects don’t either. So, when you do get valuable face time with a prospect, don’t waste it by launching into a flat, unwelcome sales pitch. Use these strategies instead:
Engage in Persuasive Conversations
People want to talk about the things they care about, not listen to monologues. You’ll get much further by drawing prospects into meaningful conversations about subjects that matter to them. Your sales pitch is a comfortable crutch. Engaging in real conversation requires you to improvise. But you have the skill; we all improvise our way through life. If you know your stuff (of course you do), you’ll do fine. You’ll even enjoy sales interactions more.
Say Less to Notice More
Most people are better talkers than listeners. Let prospects do the talking while you listen, observe, and process. Then, you can identify their hot buttons/pain points and see where your products or services fit in. And when you do open your mouth, what comes out will be interesting and relevant, getting you closer to your goal.
Create a Shared Story
Make 95% of the conversation about the prospect. They don’t need to know all about you, only what matters to them. And only speak about a paragraph’s worth of words before tossing the conversation back to them. That’s how to weave your story in with theirs. And your story is more likely to have a happy ending, in the form of a successful sale.
You can go further with this information by contacting Ray to help you go deeper into this subject how Ray mentors his membership. He’s always happy to help Small Business Owners, Presidents, and C-Level Executives strengthen their businesses and take them to the next level.
Set up a zoom meeting with Ray:
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Or call: 312 593-5133
