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Sales Pitch

Have you ever had a sales person call you to pitch an idea? Perhaps the sales person asked you many questions about your company. Possibly the sales person complimented you on your career accomplishments or the success of your business. Is the the praise sincere or false. Is it just an effort to gain one’s confidence for the purpose of enlisting one in a directory or on a website for an initial trial period, whereby shortly thereafter one will be invoiced for their so-called listing.

Is there a difference between a hard sell, and a soft sell sales presentation? In a direct sales campaign the sales person will upsell the value of a product or service, and create an imaginary need for everyone to acquire it. This strategy usually involves a lot of fast talking, upbeat phrases, and seems to be full of high energy. Whereas, in an indirect sales approach, the sales person will be more focused on assessing the requirements of the customer, and the applicability of the product or service.

It is bizarre that the presentation of the sales person can influence a potential customer to purchase something that one may not have initially desired. Yet based on the projected emotions of joy or happiness in favor of the sale (by the sales person), one will almost feel obligated to buy what is being pitched.

Regardless of the type of sales strategy is utilized, one should be sure to pause, and consider whether one really wants to buy something before making a purchase. Should one ask the sales person to call later – so that one can properly evaluate one’s desire to buy what is being promoted – then sales person will seem insistent that one quickly purchase the item. This is not right. One should be confident that one knows what one wants or does not want to buy.

A persuasive sales pitch does not need to be oversold. With the right confidence a sales person can speak directly to the heart of the customer, by using vernacular language that is easy to understand. The product or service should really sell itself. Rather than trying to sell a product or service a sales person should promote the relevance of it to the customer and the value to be obtained and derived when the customer buys and uses it.

For more details on a great sales strategy visit: bigpitch.ca

February 23, 2015/by Zack Steel

Business Matters Articles

Salesman’s Toolkit

man showing client sales for real estate and marketing

The Salesman’s Toolkit

We tend to think that only mechanics or trades people have a toolkit or tools for their work. This is a bizarre misconception. Professionals, who work in rugged or soft-skills industries; such as Sales, Web Design and even in the realm of writing, need tools to do their jobs properly. There is also a Salesman’s Toolkit.

Just as a mechanic may need a wrench to loosen or tighten bolts on a vehicle, as Salesman needs to have the right tools for his craft. A Web Designer will certainly require a computer to design a website and a Writer has to have a device for writing; a pen or a typewriter or a word-processor / computer. What are the tools comprise the work belt for a Salesman:

Here are some items that a Salesman would need to possess to make sales:

Pen (Never just one – at least five custom designed pens will gold or silver trim – must also be comfortable to hold and not leak out ink).
Notepad (While there is always some paper lying around the office or whenever the deal is to be made, nothing displays professionalism like a Salesman who has his own leather covered notepad for etching out the details of the sale). To get a prospective customer to sign on the dotted line there must be paper on which the terms of the agreement can be written and a fancy pen to seal the deal!
Sales Prospects are perhaps the most important component of the Salesman’s tools. If he does not have potential leads to he can prospect and convert into clients, then he will be pitching his sales dialogue as a monologue.
Location for Sale: Every salesman should have his own lavishly decorated office, plastered with inspirational quotes and glorifying awards. But to close a more upscale sale sometimes a more debonair setting is required to set the mood. Hotel bars or lobby’s, a conference room at business complex or a family-themed classy restaurant, are among possible venues that are fitting for a first-class negotiation.
Whatever the venue for the sales scene – it should smell good. Mints and / or light fragrance could be a good idea for the meeting / sales venue. Just be sure that the client does not have any sensitivity to cologne or perfume.
A receptionist or appointment setter is crucial to portraying an image of an established and progressive business.
A well-groomed and cordial greeter who will show potential client’s to the meeting room, and offer coffee or other appetizers is a value-added bonus to setting the stage for a deal to be made.

February 10, 2015/by Zack Steel

Business Matters Articles

Customer Service Failed

Why do big box stores or department stores spend so much money on marketing and promotion and almost no money on training and retaining staff members? It seems like customer service failed many shoppers of big box stores.

If staff are only paid minimum wage, then how can they be expected to demonstrate great customer service? Instead these unmotivated workers will only perform basic duties as per the job description. If there is no incentive for a sales person to learn their job thoroughly, then they will only have basic knowledge about products.

Large department stores need to offer regular training to staff members on products and sales techniques. Funding should be made available to staff who want to take relevant courses that will help them to perform their job better. Some companies offer these options. Yet this strategy seems to be foreign to big box stores where employee turnover is rampant.

High employee turnover is problematic because people buy from people, just as much as they purchase products or services out of necessity or desire. Knowing and having a relationship with an employee at a store, such as being able to talk about the weather and having the staff member being aware of the customers name is essential customer continuity. People like to be called by their name, whether it be there first or last name.

Some people may believe that customer satisfaction rests with the manufacturer of a product. But in a customer service environment, such as retail outlet customer satisfaction is what counts. This can only be achieved if customers receive a smile, an appropriate greeting and are treated like family.

People want to be spoken to in a cordial manner, feel welcomed and received as though they are appreciated. If customers are not made to feel as though they are valued at a store, then they will not care much about the products, which they can purchase elsewhere. If customer choose to shop elsewhere, then certainly it will much more difficult and more expensive, in terms of advertising and promotion to regain customer attention and loyalty, then to initially ensure customer retention. Some companies offer a loyalty club membership or rewards program toward this end.

If one cannot create a positive consumer-friendly environment, then perhaps it would be best for the products to only be sold online or in a warehouse. People shop not only for the item they want to buy, but for the experience of shopping in and of itself.

September 15, 2014/by Zack Steel

Business Matters Articles

Rhythm of Sales

people having a conversation about housing

Is there a rhythm to conversations? Is there a pattern to the dialogue of a discussion? Does the tone of speech and inflection affect the way message is delivered to the recipient?

Perhaps there is a rhythm of sales as well. The sound of confident sales person speaking, using relevant industry jargon and expressing one’s voice with enthusiasm is of great comfort to a prospective purchaser. In a way, a relationship is being built through a sales call.

A potential customer will be more likely to complete a purchase, if the sales person has good manners and cheerful countenance. The ability to make small talk and to speak in terms that are relevant to the prospective customer’s interests will prove valuable in securing a sale. Every salesman has a set process for his sales pitch and every transaction has momentum of combined perspectives.

It is important that the sales pitch be concise yet informative. The sales person should speak in an upbeat manner and definitely be smiling. Even if the consumer cannot see through the phone; a smiling representative will project a joyful presence, which gets transmitted through vibrations through the line. Sitting up straight, maintaining good posture and taking notes on the customers comments are useful strategies for ensuring high sales levels.

There is a rhythm to a sale. Like any interaction, both parties should find the discussion interesting and informative, but not boring. A concerted effort must be made by the negotiator or sales agent for each party to the transaction to ensure that the sales process is concise and focused on the deal. There must be no room for personal matters or opinions on any matter not related to the deal at hand to surface. Otherwise the sale could easily be lost and not recoverable.

People are by nature interested having conversations about whatever is on their mind at the time. A sales meeting or purchase process is not the correct venue for personal discussions or for the airing of opinions or views on global matters or personal issues.

Therefore, a star sales representative should keep sentences short and to the point and maintain a constant rhythm to their pattern of speech. The sales professional will redirect any discussion that is off the point of the deal and refocus attention on what is most important. This will ensure a lower call to sale ratio, with more leads maximized to the fullest potential.

July 29, 2014/by Zack Steel

Posts

Sales Pitch

Salesman’s Toolkit

Customer Service Failed

Rhythm of Sales

Any more questions for Aaron? Feel free to get in touch!