The underperforming salespeople who have participated in our interviews and surveys typically have one thing in common:
They wing it.
Instead of preparing what they are going to say before they pick up the phone or go to a networking event, they simply decide to say whatever feels right in the situation.
When we asked why they don’t prepare, they usually say that they want to sound natural or that all situations are different and so they want to be flexible in their presentation.
In some ways, they are right:
1) You do want to sound natural; and
2) You need to be flexible in your presentation of your products and service depending upon the situation.
But that doesn’t mean that you shouldn’t
3) Be prepared.
One of your first tasks when preparing to pitch a new product is to prepare your sales collaterals.
You should invest a signficant amount of time planning and writing your 30-second commercial.
Just like a commercial on T.V., the goal of your commercial is to:
1) capture the prospect’s attention
2) build interest and curiosity in your product; and
3) start the rapport-building process with your prospect.
For more on this crucial subject, check out Crafting Your 30-Second Commercial.
And for more in-depth information on sales collaterals and other strategies and tactics at the introduction stage of the sales process, read the section on Filtering in FEAR Selling.
This online education module sponsored by the Sales Career Training Institute covers the basics of a wide variety of sales strategies, tactics and techniques.
To find out now about more advanced sales strategies for
check out the newly revised version of the book,
FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs.
To check out excerpts from the introduction of the newly revised version of the book, FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs, SUBSCRIBE TO THE FREE NEWSLETTER, “The 7 Deadly Sins of Selling.”