In an article titled, “Five Selling Techniques That Really Work – And Five That Don’t”, they give 10 overall sales techniques. I encourage you all to look at the article and read all sales techniques, but I am only going to discuss two techniques that caught my eye.
Technique that works: Making the Customer the Hero. This technique I really like because it is obvious to me that the customer should always be the priority. If the salesperson is “the hero”, and the sale is what matters, the process most likely will not be very effective. If the customer is made “the hero”, they will feel most likely feel comfortable with the situation, which will be beneficial to both sides of the sale.
Technique that doesn’t work: Relying on the standard elevator pitch. While there is an obvious time an place to have an elevator pitch ready, in just your average sales process you should not talk about your own elevator pitch so much. Instead, you want to listen to your customer and understand them. Remember, they are the hero of the story, and as a salesperson you should try and make them feel like that.
If you would like to read the 8 other techniques (4 that work, 4 that don’t) here is the link: https://corporatevisions.com/selling-techniques/
BoweryJE22
Really great post – and thanks for the link to the whole article! I really was interested in the part where you said there is a time and place for an elevator pitch. It is so important for salespeople to determine the appropriate time and place for an elevator pitch because when they use it in the wrong situation, they’ve probably lost themselves a sale!
I completely agree with what you have to say, an elevator pitch is for someone who wants to listen while the typical selling situation should be more of a “let the prospect talk while I listen to the scenario”.