These Good Habits Can Lead to a Perfect Pitch
Over time, sales reps can settle into habits, especially when doing demos or discovery calls. These are big parts of the sales process, and after a while, reps may unknowingly fall into a bad habit (or two or three). To remedy this, consider the advice from a recent Sales Hacker article by Dave Kennett. His experience has shown him the benefits of replacing bad habits with good when pitching. “As the CEO of an On-Demand Inside Sales Coaching Company, I review literally hundreds of hours of recorded discovery and demo calls,” he writes. “As you might guess, my team and I have picked up on the subtle and surprising patterns followed by successful inside sales reps.”
He goes on to share his observations about what high-performing reps do and how you can integrate these habits into your own process:
Fewer Slides, More Demo
Engage your audience without reverting to stale, monotonous slideshows. Sure, slides can be an easy, efficient way to get across information, especially at the beginning. But slides shouldn’t be the highlight of your pitch. Make the most of the prospect’s time by getting to the actual demo. Kennett uses a great analogy to make his point:
“Imagine walking onto a car lot to buy a car and getting whisked away by the salesperson to watch a boring 25-minute PowerPoint before looking at the car, which is sitting just 20 feet away from him.
That wouldn’t happen, right? Why not? Because you would be thinking, ‘Just show me the car!’”
Be thoughtful and intentional with your choice of slides and don’t keep a prospect waiting to see your product or service in action.
Make meaningful check-ins
Whether pitching remotely or in-person, check in with your audience. It’s easy to get caught up in the pitch, especially if it’s one you could do in your sleep. But consciously pick moments to pause and make sure the prospect is following. This not only ensures comprehension, but also helps you engage directly with the prospect. Kennett reports that all of the best-performing reps intermittently check-in to make sure their audience is on the same page.
These are just two of Kennett’s points, and likely, you’ll find the others just as helpful. Reinvigorate your pitch process and rid it of old bad habits (and replace them with good ones!). Even if some fall outside of your comfort zone, he encourages you to make an effort to adapt and make the effort to up your selling game.