Updated Sales Pitches for Today’s Prospects
Sales pitches are just one of many vital parts of the sales process. While a pitch’s importance hasn’t changed, its style is evolving. Traditionally, they were long-winded and focused heavily on the product or service. In today’s world, reps should toss those old-school pitches aside. “Twitter has effectively shortened our attention spans to statements that contain 140 or fewer characters,” writes Emma Brudner for HubtSpot. “If buyers can find the time to hear your sales pitch at all, it had better be compelling and to the point.”
Reps should adapt their sales pitches to modern audiences, and Brudner recommends the advice from author Daniel Pink. He recommends six replacement versions of the classic sales pitch, updated for today’s prospects.
One pitch is what he calls the “The Question Sales Pitch.” As the title suggests, this type of pitch involves rephrasing your pitch as a question rather than a statement. For example:
Instead of “Strategic outsourcing will reduce your company’s costs,” say, “Would strategic outsourcing reduce your company’s costs?”
This works because it pushes the prospect to come up with his or her own reasons for agreeing (or not). As Pink writes, “…when people summon their own reasons for believing something, they endorse the belief more strongly and become more likely to act on it.” Brudner points out that this type works best for reps who are sure the prospect understands their product’s value. “…if prospects aren’t convinced of your offering’s value, a question pitch might invite additional scrutiny … So it’s critical to carefully assess the buyer’s mindset before using this tactic,” she advises.
Check out the entire article for all of Pink’s modern pitches; perhaps one (or more) can bring you up to date!