I believe that at one time or another, all of us are salespeople, having to use our most deep knowledge of whatever we are selling, whether is a product, a service or an idea to pitch to our potential buyer, who could be a customer, a supervisor, the president of the company, a peer…
Preparation, preparation, preparation. What is the most important weapon to our sales pitch? Preparation.
Obviously perceiving and understanding your customer or supervisor or whoever your are “selling” to and being able to shift your conversation customizing your solution is another vital key element of your presentation.
“Speak the language of your audience” is a very wise advice that I heard a long time ago – before I even knew what it really meant – and I keep in the back of my mind in any situation.
Times changed and our “buyers”, whoever they are, are very well-informed and tired of the old sales pitch. What they really want is to get to know what you can do for them, what results your idea will bring in, and they do not like to feel pushed to buy your service (or product, or idea).
Confidence is an absolutely great tool, and you should never hide it under the table – show confidence, your “customer” (internal or external) needs to know that you are an expert, that they are buying, not only whatever you are selling, but also peace of mind and results. Yes, results.
Listen attentively: the customer has to know that you are understanding and considering each of his words and will be able to deliver a customized solution.
Be enthusiastic! Have you ever been in front of those boring presenters, when it seems that the he is dragging his feet, is mono tone and you really wish you did not yawn in front of him? Enthusiasm must follow your confidence: not only you know what you are talking about, not only you will offer “the solution”, but you really believe in what you have just said, in the idea that you have just pitched, and you are excited for your customer.
Balance your emotions: we have just said that enthusiasm in key. Correct. But we do not want that to become a circus. The customer does not need a show – bring a little of your introvert side with you. When we are able to bring both your introvert and extrovert sides out (believe me, everyone has both to some extent) we are able to balance talking with listening, confidence with cautiousness, information with feedback and relevance with fun.
Nadia Goodman also writes an interesting article about it, which you can check at http://www.entrepreneur.com/blog/225619
Remember, knowing your audience will give you a tremendous advantage on customizing your message and your “pitch”.
Filed under: Biz Parlor Categories | Tagged: Business, Business Services, Business solutions, Consulting, Customer Management, Customer Support, Education and Training, Extraversion and introversion, Nadia Goodman, Presentation, Presenter, Sales, Sales pitch, Selling ideas |