My quick tips:
1. Shift form pitching your services and focus on the prospect's problems and how you can solve them
2. Shift from talking about your services and focus on the value that your services offer
3. Instead of focusing on how to describe what you can do, spend the energy on figuring out what questions you can ask the prospect to find out what they are doing today and if they have any pain points that you can help to fix
4. Focus on qualifying them before you spend your time pitching them
5. Tell a story to communicate how you can help and establish credibility
6. Communicate how you differ from other options
7. Communicate the ROI that you can deliver
Building strong pitches is what we do, if you want more info, we have videos and ebooks that are completely free at www.salesscripter.com, go to the Library tab.
Contact me directly if you have questions.
Hi Suchit - first thing is to flip your approach upside down.
Truly, when specifically did you decide that you are in any way superior to your clients? When was the last time you appreciated being 'pitched' on 'services' and 'products'? Ever?
The key, Suchit is to connect via your heart first (then sometimes others may select to justify things with their head). And when you do so consistently, Voila! you will attract only those that truly desire what you offer. No selling needed. Ever.
How soon is now a good time to empower you with these core relationship-building skills?
Know your client before you pitch them. Do your research. What can you do that meets their needs, makes their lives easier or their profit higher? Then reach out personally to show them why you think you can help them reach their goals. Solve their problems instead of selling them a product. :)
Note: When you do reach out to them, have a professional image to back it up. Have a professional media kit at the ready in case they ask for one (but don't depend on it to sell for you). Make sure your website's copyright isn't dated 2009 and that material is up to date.
Often, the time it takes to do a researched, qualified pitch is much less than the time or money it takes to mass email or cold call random potential clients.
Identification of their need is the firs process which you should be doing on priority basis then always try to be problem solver to your customer never try to sell always, think if your services and products can bring relief to the customers pain then sale will ultimately happen .
Hope this helps
Shayla is spot on! Bottom line, people do business with people they like. Clients want to know their concerns and communications are heard loud and clear.
Hello Suchit, looking as what Siya does few suggestions:
1) Before you even present what you do get answers for three questions:
a) The Industry and how do they make money/ Value chain
b) Their Technology Specifications
c) Business function they would like you to address
2) Using the details from above present you case and what your firm can do in a better way
3) If you have a PoC for say Point of Sales application for the same business, it helps more than a PowerPoint presentation
4) Give them a 30 day free trial.
If they like the same what you have to offer they will call you back for sure.
Sales is a service. The top 10 skills of elite sales people are:
1. Focus on a few top prospects.
2. Research your prospects and their organization
3. Use internal coaches to fully understand their requirements
4. Build a trusting relationship
5. Ask questions, listen, and guide the conversation
6. Use powerful marketing messages, e.g. done it before, why choose us, why not the competition, business case/ROI
7. Act as a business consultant and solution provider
8. Recognize the Buyer's Shift
9. Build long-term relationships
10. Ask for referrals
I train/coach salespeople using this process and they realize a 17% increase in sales, 45% reduction in sales cycle time, and a 22% increase from referrals.
A 'leave behind' video CD-ROM with brief testimonials from satisfied clients and tailored to your potential clients...Have one of your staff on camera introduce the presentation pitch personally to the company you are trying to do business with.On the outside of the disc you could easily silkscreen a final message on the disc itself like, 'specially prepared for the ABC Company.'
My sales close ratio is currently 33%. I am totally heart centered about selling.
Here are a couple of tips:
1) look for a fit for your services, not a sale.
2) be sure your services solve the prospects challenges or pain, if not, be ready to make a referral, so they will be served either way.
3) use the sales conversation to ask specific questions (I give my clients a script and role play with them)
4) see sales as service
5) Know how to help a prospect step into the transformation they want/need that your services provide by knowing how to effectively overcome objections (I give my clients printed responses to common objections and work with them on the more uncommon ones they get on how to overcome them in a heart centered way).
6) Be selective in who YOU want to work with. If your gut tells you it is a wrong fit for you, refer them
7) Make your goal for the call to give your very best sales conversation, AND detach from the outcome
8) be sure the benefits of your program provide solutions to their problems, when telling them what you can do
9) don't go into coaching them too much in the sales conversation. If they come to you in pain, and you give them a tip, they will think they can "just go try that" and may not hire you. As we know, a tip or two does not build a business or provide real transformation. It is actually a disservice to the prospect for them to go off comfortable with a tip that is not going to help them in the long run.
I hope these help!
I completely agree with Cynthia, it's about asking questions related to their environment first. You can never understand everything that is going on with your client but you can help them understand it. So those "Who, what, where, when, why and how" questions are the best way to go. Build relationship with them and ask them what they would look for in a supplier when considering solving their problem. It's only after you've gained information and understood their requirements and how they buy that you can present the your solution. Good luck.
Rather than only selling your product make them understand that how your product is going to help their business and help them to generate more revenue.
Install a strategy customer service representative can use to initiate a cross or up-sale. If you hit a real wall with service reps being unhappy to carry out such tasks, simply automate an email based on simple rules, using a customer service signature.
With difficulty :(
Normally its a case of selling solution to a problem. If they don't have a problem, they don't need a solution.
Find out how your service can help their business ( For example, our live chat software we tend to advise about the positives of great customer support and the advantages of gaining extra organic sales while costing less to the business than phone calls etc )
As you are business management people, it may be best to try and identify where a company is going wrong? how it could be managed better? and maybe explain how you can help with it.
Normally, the bottom line is "Money" so if you can show that the ROI is worth it. Then you are on to a winner!
Hope this helps.
The best way to talk about your services is to begin with questions.
Ask them what problems they are having in their business.
Establish all the areas that they are needing help.
Completely focus on their needs.
If you show an interest in what they need instead of jumping in and "pitching" them on something they may not be interested in, you will make sales.
I format the questions in such a way as to position my company in a way to show that we have the solution for their problem.
Totally Agree with shyla logan. You need to be yourself and wait for the right moment to stroke the right pitch. and yes dont try to be something you certainly are not. relax and be yourself. you will never lose
Connect with them, rather than sell to them. Clearly know their problem, including the symptoms of their problem, and then address it by listing the benefits of your product as it relates to fixing their problem. Have a real conversation; don't use marketing jargon.