3 Sales Pitch Mistakes You've Probably Made
How many times have you finished a great pitch to a prospect and anxiously waited by the phone or computer for a sales decision only to never have them contact you again? You may be tempted to blame the prospect in cases such as these. However, according to Henry Canaday, writing for SellingPower, this is likely because of misstep on your part during your sales pitch.
According to Canaday, there are a few things that may have gone wrong during your sales pitch.
You Didn’t Address Why They Should Make a Change
Prospects will only make a purchase from you when they know for sure how it will benefit them. During your sales pitch, did you give your prospect specific examples of how your product or service will help them achieve one of their goals? Did you have them consider the consequences of putting off making this change until later? If your prospect knows why they should make a change, they’ll likely do so.
You Didn’t Make Yourself Stand Out
Hopefully you know who your competitors are in your field. You know their products and services, as well as their offers’ strengths and weaknesses and how yours compare. But did this knowledge get transferred to your prospects who have likely also been approached by your competition? While you should never trash talk your competition during a sales pitch, you can work in a few sentences about how your product or service compares to others in the industry in general. Also, highlight the benefits of working with you as a person. You as a salesperson may be the deciding factor in a sale.
They’re Afraid of an Associated Risk
Most changes in business come with an associated risk. Did your sales pitch address your prospect’s hesitations? When you know what your prospect’s worries are, you can talk them through each one until they are comfortable moving forward. It’s also a good idea to tell a few stories of clients of yours who were in similar positions before they made a purchase from you and how well they’re doing now.