Sale Pitches

What do you do when your prospect doesn’t have time, how can you get that undivided attention, how can you get your customer to give you that appointment which you can convert!! Today, you need to make your mark in the first few seconds. So what are the three things which can help you turn your pitches?

Purpose

State your purpose in the most precise manner; this should ideally just include your name and your objective. Care should be taken that you don’t sound ominous nor boisterous, much you take it overboard!!Avoid words like “Expert, Skilled” remember you are knocking on his doors for your sale. You need to make him feel special. “I am David, a financial doctor who has been advising on financial health of my clients for the last 5 years. “ or “ A second opinion will only help you do better, as I offer an unbiased approach with active knowledge on present investment opportunities.” Ideally hand over your business card to your client now.

Benefit

State how you can be beneficial with your presence. This is the most important activity, your statements here should be well balanced and at the same time thought provoking. Any person will be affected only when he knows what is in it for him. Statements like “I can help buy you your dream car” or “Worried about the Mortgage interest rates? I can help reduce it even make it free!” or “When did you last take your family for a vacation? How about taking your family to an exotic location this year?” If you can name the car or location that would just hit the mark!! A little homework on the clients’interests can go a long way here. A Da Vinci painting may not invoke interest as to a Ferrari or a super condo to a 30 year old; similarly a Ferrari may seem pale to a family man with young kids!!

Check

Once you have established your credentials and evoked interest on what you can do, you need to take this pitch for closure. This is the trickiest part; a client may want to continue this conversation or may just be on the verge of ending the same. Here your non- verbal communication and ability to read them will help, phrase your checks on either continuing the pitch by stating the product or immediately asking for a specified time to meet. If you give options on timings probabilities for delay will be higher, be assertive and state one specific day and time.

Remember words will be useless unless sprinkled with passion and interest; these are the only differentiating factors. Certain amount of humor will only help in easing the situations, earning trust and most importantly attaining recall!! If your customer remembers you half of the battle is won. You need to get your PBC’s correct and the message across in the best possible manner!!