Sales Pitch

From what we have seen thus far in our sales class, I can see some strategies that have created good sales pitches and some things that do not make a good pitch. Right off the gate, it is clear that those people who take control of the conversations do better. In a conversation, there is often that pause after a question is answered. This time frame is huge for making the next step. This can be the difference between doing all of the talking and letting the other person do all the talking. This is the exact moment to fire back with another question.

Another thing that differentiates someone during a sales pitch is the type of questions you ask. The people who do well do not just ask questions for the sake of asking questions or leading the conversation. Instead, the questions should be strategically asked to uncover more and more need for your product/service. Those people who did well were able to draw out more and more vital information out of the buyer to then give them a better solution to solve the problem. It was clear to the audience who was able to ask strategic questions to set them up better for the future.

The last thing I noticed which made a big difference in the sales conversations was how people managed the “pricing” question. The easy way out is to name the price and go along with the question. The strategic salesperson will not do this, but instead, they will ask another question to get even more information. Notice that a good salesperson is always turning information asked and given into another opportunity to draw out more information from the client. So instead of answering the price question straight up, maybe say, “would it Suprise you that other customers pay ____ for these? Try this and see if it works!