Six virtues to simplify your sales pitch

Virtue #1: Qualifying at lightening speed

Sitting around waiting for a answer from a prospect can be frustrating. Sitting around waiting to be told “NO” is downright brutal. We can't always control an outcome but we can control how we spend our time before getting to the dreaded waiting period. Some prospects are more likely to show interest than others. Have you taken the time to learn the criteria between those who will likely say “YES” opposed to “NO.” If not, you may be wasting time and spinning your wheels targeting the wrong prospects. Learn the criteria of the customers who most often buy our unique service.

Virtue #2: Motivating Prospects

For over 25 years we have developed relationships with almost every time of business and it could be argued all business types would benefit from our service. However, not all prospects will be equally motivated using the same criteria or “sales pitch.” As you go through the qualifying process with a prospect look for the “problems” they are struggling to overcome. Endeavor to understand and articulate their challenges and then guide them to discovering how we can help solve their problem.

Virtue #3: Tell them a story

Is your sales presentation leaving prospects compelled or repelled? The key to selling anything is in the story. It might sound silly to some but becoming a good storyteller will increase your potential as a sales professional. George Lucas, creator of Star Wars, once said, “Storytelling is about two things; it's about character and plot.” Your prospect is the character and the plot entails how they overcome an obstacle or challenge and are crowned an hero in the end. Weave yourself into the story as the one who is there to help them shine.

Another great storytelling tool are testimonials. A few short lines from some of your best customers will go a long way in helping convey the story of Medibag. Have a brief anecdote for how our service helped each of those businesses that provided you testimonials. This gives you credibility and will demonstrate even further to the prospect how we can help solve their problems. 

Virtue #4: Don't be afraid of commitment

Ultimately, a “Sale,” to use a romantic metaphor, is like the first kiss between two people at the beginning a relationship. Beforehand, commitments are made of varying degrees and if these commitments are favorably met by both parties, quite often the natural outcome will be a “first kiss.” It's the same with sales. Taking small, incremental steps, will build trust, give the business relationship integrity, and make the final reward that much sweeter to all parties involved. Plus, laying down a strong foundation early will likely lead to a long term mutually beneficial partnership. And remember your breath mints. 

Virtue #5: Every kind of person is your kind of person

Not only do prospects generally prefer to buy from people they like, it's also much easier to sell to people we like. Often when we encounter someone who we might not share an immediate good rapport, we tend to discount them out of hand and quickly move on to the next “more agreeable” prospect. Instead of bailing right away, next time push yourself to identify the challenging prospect's communication style and learn to reflect it back. It may be in their speech patterns, mannerisms, physical stature (as in, how they carry themselves), and even their facial expressions. This is really how people learn to communicate with each other, though it is typically done unconsciously.

Be a chameleon who is willing to step outside the comfort zone and look for an opening to make an emotional connection. Since deciding to buy something is mainly an emotional event, connecting with a prospect on an emotional level is imperative. Find commonality and use this to lay down a friendly foundation before attempting to "sell them something."

Virtue #6: Leave a voicemail too hard to ignore

It's the sad truth but the vast majority of sales call made on the telephone will end up in the vast wasteland of voicemail. Therefore, it is vital your message be succinct, focused, and offer the prospect a real benefit. Think of your message as a short personalized radio commercial tailored just for them. Also remember to be customer-centric in the words and phrases you use. It's about their needs, not yours. Avoid mentioning hard deadlines, making pushy demands, or other manipulative phrases like, “If I don't hear from you,” or “Time is running out.” These phrases make it too easy for them to simply press delete. Instead, say something like, “Our program is very limited to only a few local businesses—it'd be great if you were one of them, exclusively.” This message conveys the program is time-sensitive, is limited in the number of participants, and gives the air of inclusiveness.

Everyone has their own style and approach when it comes to a sales pitch. You have to find one that is comfortable and gives you a greater than 50/50 chance of success. That being said, much like being a parent of several children, one must not approaching raising all of their children the exact same way. Each child may require a different approach to achieve success and the same goes for sales prospects. 

Todd Hollst, Art Coordinator