You perfected your sales pitch. You delivered it flawlessly. The result? Rejection. If this story sounds familiar, the problem may lie in thinking of the sales pitch as a one-way transaction. Don’t just talk at your prospects. Listen to them.
Start by asking prospects what they need.
Before you launch into the pitch you’ve memorized, get to know your prospects. Ask them about their goals and difficulties. Don’t just go through the motions, either. Really listen to what they’re saying, and think about how you can help.
Personalize your pitch.
Now that you know what your prospect needs, it’s time to personalize your pitch. Don’t just spout a one-size-fits-all spiel. Address specific concerns and show how your products could help.
You’ll still be able to use most of the points, statistics and examples that you’ve spent time perfecting. After all, although the details of people’s circumstances vary, many of the broader issues are generally similar. The key is to connect a person’s specific situation to the solution you’re offering. This way, your prospects will see how your services can help them.
Give thoughtful responses to objections.
When someone raises an objection, don’t dismiss it. Listen. Then give a thoughtful response. If a prospect objects to the premium cost of an insurance plan, for example, explain how the plan will save money overall, or provide less expensive alternatives.
Make them feel listened to.
You’re busy, but multitasking can backfire. Your clients deserve your full attention, and if you’re not providing it, they’ll notice.
When you meet with a prospective or current client in person, put your phone away and focus on the conversation. Make eye contact and nod to show you’re following along. Your body language and facial expressions matter.
When you’re on the phone, avoid putting people on hold or talking to people in the room while you carry on the phone call. Although you may think you can get away with it because you can’t be seen, people can usually sense when your attention is divided.
Whether you’re talking on the phone or in person, make sure you’re responding – but not interrupting – when others speak.
Follow up.
An effective sales pitch requires an effective follow up. Use this as another opportunity to show that you’ve been listening and want to help. Follow up by addressing specific concerns. If there were any questions you couldn’t answer on the spot, do some research and supply an answer later. Make it clear that you’re still thinking about the person’s situation, and that you’re available to help.
There’s no doubt that great listening will increase your sales success. Having a supportive sales organization by your side for ongoing training and resources is essential as well. If you need a great partner, consider a career with PTT Financial. Download more information here.