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By: Joey Vachon
A lot of times it’s easy for me to find myself pushing an agenda, rather than acknowledging a trust-building conversation with a human being.
Ultimately, your perception creates your reality – and the same goes for your prospect. When two perceptions recognize a truth and align- it’s only then that a sale can occur.
A sales pitch is not displaying a product with all of its nitty-gritty details in hopes that it appeals to a prospect- it’s a conversation. At least it needs to feel like a conversation for either party to feel comfortable.
When you’re talking with a person, sharing interests, and building rapport- you’re gaining trust. I guarantee you’ve never sold a deal without trust. Trust is the foundation of every sale.
Not trust in your flashy pitch, or trust in your knowledge of the inner workings of XYZ (though these things may subtly impress)… it’s their trust in you that determines the outcome.
Here are three factors I believe are crucial in building trust during a sale.
Be Real – Be You
We’ve all received a phone call from a telemarketer that sounds like a robot. People can tell when you’re being real, and when you’re playing some part. When we break through the fake barriers and talk to someone like a genuine human, they subconsciously respect you and they listen. You have the awesome ability to be yourself and apply your personality to every conversation – Use that to your advantage.
What qualities draw your friends to you? If you apply those to your sales pitch, you’ll see phenomenal results.
Be Concise – Put Things Plainly
Too many times, when a bit of pressure is applied, nerves take over. You begin to run on and on and over complicate fairly simple ideas. Stop – get to the point. There’s definitely a way to simplify.
Be Bold – Radiate Confidence That’s Impermeable
Not overly aggressive, cocky, or pushy – but courageous. This is especially critical when a prospect objects. Don’t become timid and flustered. Relax, and overcome the objection with a simple, yet valid reality, with certainty. Your ability to quickly and logically address an objection with calm and confidence assures your prospect and grows their trust in you.
When you sit back and look at what we do daily, it’s truly crazy. A true wild social adventure- we’re thrown into unique, unpredictable, and occasionally bizarre high-pressure social interactions dozens of times per day with every type of person you can imagine.
I sat down and spent a long time trying to figure out a concise definition of a proper sales pitch (or demo).
Here is what I came up with:
“A demo is a series of properly placed questions in a comfortable conversation that allows a prospect to recognize needs and act on your ability to fit them accordingly.”
If we redirect our focus on, and prioritize the prospects perspective, rather than pushing our agenda, we will have their trust, respect, and their business.