Why is it these days that we are expected to fit into a mould? Working in sales, you may find yourself filling one of the following roles:
- A Hunter
- An Educator
- A Consultant
- A Challenger
- A Closer
This is all very well, as everyone has his or her strengths and these will play to these but if you want to deliver the perfect pitch, you need to coverall bases:
Hunters plan ahead
Hunt for your prospects, and get smart about it with thorough research. Insights into both the individuals and companies you are targeting, including information on job moves, budget increases, changes to company structure and detailed information on company spend, will set you apart and enable you to share information that will make your pitch highly relevant.
Educators explain how they can help
Once you have educated yourself on the person you are selling to, return the favour: explain what you can do for them. But beware: there is a fine line between being informative and lecturing. In order to have a relaxed conversation that doesn’t stink of sales-talk, be ready to stray from the script.
Consultants build relationships
Sometimes it’s about looking at the bigger picture. While the main aim of an initial pitch is for you make a sale, it’s also about building a foundation so you can get to that end point.
Challengers aren’t phased by objections
It would be strange to say the least if a sales pitch went without a single hitch. That’s why it’s best to prepare for objections before you reach them. By knowing what objections you may face, you can prepare clear responses to reply positively and enthusiastically move past them and be on your way to a successful sale.
Closers finish the deal
When you know you’re on to a good thing with your customer, the best thing is to finish the conversation on a high. Establish a verbal contract so you end the conversation with a date in the diary and your customer expecting to hear from you again soon and, ideally, looking forward to it.
All these roles have one thing in common: planning ahead. Investing in an online database such as ALF is one useful way to keep your information up-to-date with minimum effort. By gathering and understanding information on your prospects, it’s easier to tailor the perfect pitch for your audience.
For more tips and tricks to the perfect pitch, download our guide now.