You've got about 10-15 seconds to grab a prospect?s attention. That's it. Accomplishing so much in such a short period of time isn't easy. Too many sales people start a pitch with, ?Hi, my name is?,? ?I work for?,? ?We do?? At that point you'll either hear a dial tone on the other end of the phone or watch a prospect walk right on by. Why? Because you're not tapping in to what people actually care about.
There are two things to remember about the pitch before you actually give it. Make it conversational ?you don't want it to sound rehearsed. And deliver it with confidence? sound like you know what you're talking about instead of telling people you know what you're talking about. On top of those two, I would also write down your pitch and work on it with someone else, at least until the basic outline is committed to memory, and you aren't stumbling through it.
Now come the actual words. No two sales pitches are the same, which is a good thing. Distinguishing yourself from the crowd is important, and being distinct will certainly leave a lasting impression, but that isn't necessarily the key to making the sale. There are two things that you should be focusing on instead? the other person and how you can benefit him or her.
Focusing on the other person is the reason you don't want to start a pitch with ?I.? Saying something like, ?You know how companies like yours have problems with??? is more effective than, ?I know that companies like yours have problems with?? By starting with ?you? instead of ?I,? you're showing your prospects that the conversation is about them and what they need, not you and what you want to sell. By asking a question rather than making an assertion, you're not only engaging the prospect, but also receiving input and feedback. It's only a subtle change, but it makes all the difference.
Once you and your prospect have established the problem, focus on the benefits of your product or service rather than the features. The features may be really cool, and they may also be something that your prospect would be interested in, but remember, you only have a limited amount of time to make a connection. Briefly explain how you can alleviate any pains they may be feeling or make things better for them. If they seem genuinely interested, then you can go on about the features, but not before then.
Buyers don't want to feel like they're being sold to, they want to feel like they're being helped. By focusing on them and the benefits you can offer, you'll differentiate yourself from the pack and in turn grab their attention. It only takes a few seconds, but those few seconds are crucial. So make the most of them.
