If you are in sales, then you know how important it is to be skilled at the art of pitching. You should be a master of convincing potential customers that they need your services and products, and you should always be polishing what you intend to say in the critical moments when a sale is on the line. You can use Spiro to close bigger deals, or there are other CRMs that are similarly valuable, but you should also be aware of these mistakes that can conceivably sink your sale.
The Hard Sell
When you’re trying to convince someone to buy something from you, both you and they are aware of your intentions. If they’re interested in what you’re selling, then they should be receptive. However, if you push them too hard, you’re going to come off as desperate, and many sales have been blown in that way. Try to be convincing without resorting to bullying tactics.
Bad Mouthing the Competition
In any niche, there is going to be competition, and other companies that will be trying to steal your clients. However, you are always going to be better off talking up your products and services rather than speaking about the poor quality of other companies and what they have to offer. If your products are superior, then a potential customer should be able to see that without you speaking about your rivals in a negative fashion.
Misjudging Your Client’s Needs
You should do all the research you can about a potential client before you try to sell to them. That way, you know what it is that they need, and also what they don’t. If you’re trying to sell something to an entity that doesn’t need it, they’ll feel like you don’t know anything about them, and they won’t want to become your customer.
Don’t Apologize
Don’t use phrases like “I apologize in advance for…” You should never focus on anything negative about your own company. Instead, talk about any good features of what it is that you are trying to sell.
Don’t Speculate About What Your Products Might Do
You know the benefits of customers buying your services or using your products, and it’s okay to talk about that. However, you shouldn’t try to make up any figures about how using your products can increase production by a certain percentage or anything along those lines. You can talk about how what you’re selling is a proven commodity, but never engage in wild speculation.
Don’t Lie About Your Company’s Accomplishments
You can feel comfortable talking about awards and commendations that your company has won and received, but don’t make anything up. A little research can prove the dishonesty of your claims.
Answer Questions Without Obfuscating
Obfuscation is never going to be to your benefit when you’re trying to make a sale. If a potential client asks you about your services or products, be honest with your answers. Being less than truthful will probably lose you the account sooner rather than later.
Always endeavor to be forthright and sincere in what you’re saying as you make your pitch. Your potential clients will appreciate it, and it’s the best way to start a mutually beneficial relationship.
