Many sales people forget they are out to build relationships with customers as well as prospects. Typically what happens when the relationship is not taken into consideration is the sales person becomes too aggressive to really sell anything and leaves a horrible first impression. Remember, just because you do not make a sale today does not mean the client won’t buy from you next week. This is why it is important to make a lasting good impression when meeting with customers and trying to sell your goods or services to them.
One of the biggest mistakes salespeople make is talking too much. Make the time with your client a two-way conversation instead of sounding like an hyperactive salesman on a home shopping network. People generally dislike being sold to. With that in mind, don’t pitch too hard or be too aggressive. In fact, let the client do most of the talking. This will make it seem less like you are trying to sell them something and more like an average conversation between two people with common interests.
Another great way to leave a lasting impression with your sales pitch is to keep in brief. Customers are seldom going to be impresses by your ability to remember all 52 advantages to the product you are hocking. What you want to do is pick three to five of the top benefits to your product and focus on them. After all, you are taking up someone precious time so you want to make sure it is productive and not just a product information dump.
Here is another thing to help you that is often overlooked. Focus on the content of your sales pitch and don’t emphasize style so much. Show off your expertise in the product you are selling, the client most likely does not care about how great your showmanship is, all they want is the facts about your merchandise.
Finally, keep in mind who you are selling to and change up your pitch based on this information. Different customers have different needs and circumstances. Determine if you client is antsy and in a hurry or calm and interested in hearing all about your product. You do not want to make a client sit through a three-hour sales pitch if they were looking to wrap things up at the one-hour mark. On the other hand you do not want to end things too quickly if your prospect was interested in hearing everything there is about what you are selling. Tailor your pitches to the individual you are interacting with and it will pay off with more sales in the long run.
Remember, refrain from being too aggressive, keep it short, emphasize content, and tailor your pitch to the individual and you will make a great long lasting impression.
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Photo credit: Life On The Edge