The best salespeople, business leaders, and marketers I’ve been around rarely pitched or sold from the get-go, they led with questions… Questions that uncover a problem or opportunity. Questions that help them come up with a solution. It’s one thing to pitch a product or service, it’s another to listen, probe, and customize a response base on answers. If you want to be great at sales, take a more strategic approach to the conversation.
Always be listening…
- Listen first
- Let them spill their issues and opportunities. People love to talk about their business and their priorities
- Ask second
- Probe throughout the conversation. Dig deep on topics to uncover true opportunities
- Analyze third
- Real-time conversation analysis is an undervalued skill. Analyze their answers and pivot to the pitch
- Pitch fourth
- Now that you have the download, it’s time to pitch. At this point, your pitch should be much more tailored. Don’t lead with “we have a product for you,” but with “I think we can work together to address that.”
We’re in 2018, no one wants to be sold to anymore. The power has shifted. Following this process will make for a better conversation and deeper connection.