Lets Trip

The death of a sales pitch

Too many people waste time pursuing leads that companies refuse to pick up the phone or return the call.

In its initial interaction, the prospect looked "hot" for their services. You've done your song and dance. You sent literature. Now … nothing. The prospect became cold to all attempts to advance the sales process.

Why? Since suffering an illness common than hay. Salespressuritis: a morbid fear of being sold.

Fortunately, there is a simple remedy for this deadly disease: preventing the sale of first.

I do not want to stay away from any contact. I mean mixing tips, 1980 speech-his-head-off, the techniques of push-to-great gurus of the past preached. In the sale of the business to business sites appliances do not work. If someone buys, that despite not buy things for them.

Sales pitches are also ineffective gadgets in all situations of large bills, regardless of the market you are selling.

There are two reasons why gimmicky sales pitches have never worked and never will be. Today, the market is too complex. They have "seen everything" in terms of choice of alternative farm, Ben Franklin family, and all other techniques that stupid insult to the intelligence of the buyer.

Second, fast talking, outsmart-your-listener, Old school technique does not work if you sell something for a few hundred dollars. This is true for what you sell. Lets face it, there is no living industry will pay up to commercial products or services less than $ 100 (except, perhaps, MLM). So chances are, what you sell is considered a big ticket item and you need to know these important steps if want a more successful sales.

The key to successful sales to enterprise entries in the general market today is to talk less and listen more.

Here's the proof. In 1992, I ran into a small box of brochures sales training that would change my selling career forever. The case was marked, Xerox Technical Sales Professional System III. The promise of the system seems scandalous. And the sales model was different from any sales system that had never before seen. But it reserved its decision and, like Mikey … I tried … I have read every page of the system. I've worked on case studies and example scenarios. He had no idea if my efforts will be profitable or not.

The results? My sales have more than doubled. In fact, finally finding a "sale of the system" rather than undermine the sales process makes me the most sold in less than 30 days this company that was taken just to keep my job. Those with more experience I had years on this planet were selling less than me.

Pretty impressive considering the substance months before receiving a written warning of dismissal figure if my business does not turn around. And here, suddenly, I became number one on the totem pole. Great!

However, it is recommended to use system Xerox sales today.

Xerox sales model is a tedious process to use. Yes, it is more effective than the hit "improvising." But it brings problems system are many.

The process is easily damaged if you forget one or more technical or lose their hearing "benchmark" for what to say. Worse, the Xerox sales model often causes objections where none existed before.

How? When encouraged to try to force the other party answers, forcing you to follow a predetermined group of hoops to get your listener to pass through (which they probably do not want to do) and they encouraged him to move over. People not stupid. You will find their efforts to "close" them, even if your closing process is simply repeating back to them what they liked about their offers, then make narrow blade replacement choice.

You just destroyed their credibility and created a useless resistance.

So I I decided to try something that is equally effective but less tax mentally – for me and for the customer. What I found not a single sales system. It is a combination of both. Inside sales Ari Galper (available at http:// www.unlockthegame.com) and sales Spin Neil Rackham (available through http://Amazon.com).

The SPIN selling model is easier to use than the Xerox model, because there are just focusing on four elements: situation, problem, implication, needs. This simplifies the sales model, as needed.

To give an idea of how easy it is, I use Microsoft One Note to separate each SPIN elements in four tabs. Basically, each tab contains one or more questions to help me understand the client's interests and needs, and whether or not a match of what they want and what I do. He was not a collection of road closure of sales such tricks.

Spin sale confirmed what I discovered for myself … listening and asking real questions is much more efficient than using lame brain Sleeps canned sales. Trying to get people to do things that they want to do, is simply stupid. It does not work in environments professional sales and is mentally exhausting for you and the person with whom you speak.

As effective and simple as Spin Selling is not strong enough on its own market Today's sophisticated either. Like the Xerox model SPIN selling method has holes too. Reverse sheets sale of these holes.

The underlying objective of the lap sales is similar to the Xerox model: closure.

"Sharpen your skills" (Chapter 12 Spin sale Fieldbook) to prepare a lot of features and benefits in advance and after "vomiting" the noise in a customer is a disaster for consultative selling. This type of sale is the main cause of unnecessary skepticism and objections in a sales call. Do not.

Reverse the sales force and closing their attention where it belongs … determine if you and the customer is a real one for the other party or not. And if you said this and we thank you for your time. The emphasis is not closing. It is helping people.

This is out of the sale and Xerox SPIN.

That's why we recommend the use of derivatives for sale only to give its sales structure. But what say or do during a sales call, I can combine the reverse sale "no bullshit" approach to the four elements: situation, problem, implication, needs. I recommend that you take these steps too.

There are several advantages of focusing on the needs of each person you talk to the place of your needs:

1) You can remove all pressure to sell you and your listening
2) instead of appearing a bit unreliable "always closed" mentality, its real concern and willingness to help shine through
3) You will develop a sales organization that is positioned as a concerned and competent professional

And Best of all … the launch of the archaic "old school" selling points that make it easy, even a joy for others to pick up the phone and talk to you.

About the Author

Andre Bell is an author and business growth strategist. Andre is committed to helping people in business discover what it takes to maximize profits from every marketing communication and effort. Visit
www.AndreBell.com
for fresh marketing tips and resource.

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