We’ve all encountered that salesman who seems to have a singular talent in babbling incessantly on and on about his company’s product. Or the CSR who is obviously trying too hard to sell his product to you over the phone. At best, you might be slightly more convinced about the awesomeness of their product (slightly being > 0). At worst, the entire thing may just be reminiscent of those boring lectures back in high school.
So how do you go about delivering a sales pitch that is neither boring nor useless? The key here, obviously, is good and effective communication, and of course a large helping of common sense. Customers want to be introduced to something that is relevant to their needs, and want helpful, friendly advice at hand when deciding whether or not to pull out their wallets.
Maintain a Dialogue, Not a Monologue
A sales pitch is not the same as delivering a speech. Forget those speechwriting classes you took back in school – your customers do not want to listen to you rambling. What they want is for you to engage them whilst providing information that is tailored to their circumstances. Remember to ask your customers questions even as you promote your product – what do they like about it, or simply if they are still following. It is of paramount importance that you check back from time to time to make sure your customer is neither bored nor confused by your sales pitch. Drop the jargon too. Most likely, your customers aren’t as familiar with your product as you are, and the use of jargon will confuse rather than awe them.
Know your Buyer and Know their Needs
As we’ve mentioned many times before, customer profiling is an extremely important aspect of customer service, and by extension making sales. Knowing about your customers and their needs helps you craft your sales pitch such that it is more relevant to them. It is crucial that your sales pitch comes across to your customer as being sincere – that you genuinely hope and believe that your product will make their life better.
Honesty is the Best Policy
Along with sincerity comes honesty. When trying to convince your customer of the merits of your product, be honest and flexible and tone down on that zeal somewhat. Mention the flaws of your product, and be prepared to approach things from a different angle if your prepared pitch does not seem to be working with your customer. It also doesn’t hurt that studies have shown that two-sided information, i.e. information that does not come across as being entirely biased, is actually more effective than propaganda-style sales pitches that praise your product to the skies.
Time is of the Essence
Sales pitches can be boring for the customer. From the customer’s point of view, having to listen to someone attempt to convince them to part with their money can be a pretty uncomfortable experience, especially if it drags on and on. Keep it short and simple. Having a time target before you lean in for the sales pitch may also help you to rein yourself in before the customer decides that he’s had enough.
The sales pitch now is a two-way thing: between you and your customer. In a nutshell, keeping channels of communication open, while you work to present your product in the most attractive way possible to the customer, will go far in helping you clinch that deal. Customers these days place a premium on honesty and sincerity as well, so do ensure that you come across as being such. Have a tip or two about how to craft an effective sales pitch? Drop us a comment below.