When a salesperson prepares their pitch, there are so many factors to be taken into consideration, including what should be avoided so as to not turn the potential client off. There is, of course, no way of reading your client’s mind, but there are certain things that you can be pretty sure no one would like, especially those who might be spending money on your product.

Perhaps the main thing when it comes to sales is the point that closing the sale is not only about the product you are selling. A large part of the client’s decision to accept or reject the product can depend on how you conduct yourself. If you are amicable, confident, and knowledgeable, they could warm to you and your product, but if they do not like you as a person, their reaction to you could extend to what they feel about the product.

For example, being late for an appointment (especially when you’re trying to sell something to a client) is an absolute faux pas. But you would be surprised at how many people go late to sales appointments, whatever the reason for that might be. As a salesperson, if you assume that you can get away with such misdemeanors, you are being extremely naïve. For starters, be aware of the fact that most people are quick with first impressions, and these impressions usually last.

Once they have already had a negative impression about you for making them wait, they might not be too open about listening to what you have to say about the product you have on offer. From your point of view, they might just have been waiting five minutes or ten, but keep in mind that almost everyone is running on a tight schedule and, after all, time is money.

To close a sale, a salesperson has to be confident about him/herself and also the product they are offering. Part of your job as a salesperson is to convey to the client that your product is the solution to a certain problem that they have. But there is a very thin line between confidence and overconfidence. If you walk into a sales meeting acting and talking overly self-confidently, it could very well be a turn-off. Your clients do not want to be treated as simpletons who do not know what is good for their business. You want to identify a need for them in their business setup and offer them a solution, and not talk to them as if they are too slow to know any better.

You want to make sure that when you are presenting your pitch, you do not come across as being arrogant. Clients especially dislike having to speak with salespeople who treat them with disdain and superiority. If that is the case, even if the client needs the product you are offering, it is very possible that they might choose to get a similar product from somewhere else.

The same goes for aggressiveness. There are many salespeople who believe that pushing the product forcefully can lead to a sale, but that is a delicate path to tread. This might work once in a while for you, but more often than not, clients get uncomfortable when you assertively try to push a product onto them.

Clients like to make their own decisions, and you are there to offer them options, not to force decisions on them. Bear in mind that your clients are usually well aware of the workings of their business and industry norms, and being as knowledgeable as they are, they will probably not digest everything you say without questions.

Part of the problem lies in the fact that many salespeople do not get proper training in the dos and don’ts of a sales pitch, so they might go about doing things in any way as long as they can close the deal. A salesperson who is not properly trained in sales might not realize the importance of customizing the sales pitch for different clients, body language, or the various other matters that impact sales.

Carrying out a good sales pitch and closing the deal is nothing short of an art, and it is most definitely not something everyone can handle naturally. If you are a manager, make sure the salespeople you are sending out into the field are those who understand the nature of sales and clients and deal with them accordingly. Knowing the ways of keeping your sales pitch under control is one of the first steps to closing a sale.

The post How to Master Your Sales Pitch Before It Costs You the Sale appeared first on ConectUS Wireless.

This belief has been proven to be wrong. Selling is a learned skill. Many of the beliefs about the skills required for success are much different from those actually necessary.

Below is a list of truths about the sales profession:

1 – Sales is a learned skill. A sales rep will never reach their true potential until this fact is accepted. True professionals study and practice the skills proven to be effective and continue sales training throughout their careers.

2 – Sales calls can be made at any time. Many sales reps actually believe sales calls can only be made after 9:00 or before 3:00. The professional knows someone prefers 7:00 a.m., and others work evenings. Professionals find people to see them for a full day every day.

3 – The mind controls most sales. This is why many sales come in succession. It’s often called a lucky streak, but it isn’t. It is the sales rep “assuming the sale” without faking it. The previous sale programs the brain to believe the next one will buy also, and it often happens as a result. It is a 100% true belief that the buyer is going to buy today.

4 – Good telemarketing is critical. Work backwards and determine how many calls are necessary to develop a full week of appointments. This number is the number of calls that must be made each week.

5 – Increase selling time. The only time that is real “value added” is the time spent with the prospect or customer. The time getting an appointment, traveling to and from locations, completing paperwork, and attending meetings is an incidental necessity, but not value-added. Do all of these tasks outside of the high-value-added hours. Increasing value-added selling time can be learned using lean manufacturing and Six Sigma principles.

6 – Learn to Close. Closing is the most learned skill in the profession. When a prospect objects to the price, color, service, or anything else, the sales pro knows exactly how to respond down to the specific words. At the point of the objection, there is no time to think. All thought should be directed toward body language and preparing the next 3-4 steps in the sales cycle.

7 – Learn sales techniques. Techniques are not tricks, and no sales rep would be effective trying to trick someone into buying. Some believe closing is using tricks but it is not true. It is simply being an effective negotiator, helping the customer make a buying decision. For example, with a service objection such as the length of after-sales service being too short, the sales rep should use a “right-angle close”. This negotiation is simply stating the answer with a buying question, such as “If I can get the two-week service changed to four, will you give us a try today”?

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Weak and inefficient salespeople are affected most in a slow economy and some even get wiped out, because all the negative news affects their attitude. Interestingly, many salespeople and businesses not only survive when the economy is slow, they also thrive. In addition to having quality products and services they follow some basic sales strategies to succeed in a difficult market which you too can follow:

1. Shift and Readjust Focus: The market composition changes when the economy is slow. Consumer demand and preferences change. Astuteness lies in studying and understanding the changes in the market and in consumer’s behavior. For example, a shoe manufacturer will notice that during a slump, consumers forego purchasing expensive designer shoes. But the sales of moderately priced shoes meant for the average consumer will purchase these brands unabated. The shoe manufacturer will be better off shifting focus to low end and moderately priced shoes rather than concentrating on high end – designer shoes. Similarly, financial and investment companies will find that the shares of certain industries still remain high despite an economic slow down. Industries related to food and other products that are basic to the needs of people will remain upbeat in a slump. Campbell’s Soup’s stock price has not depreciated significantly during this recession. The gaming industry has actually experienced growth during the current ongoing recession. Some computing companies haven’t yet been introduced to the current recession. Even some companies that have experienced a decline in the value of their stocks will be worth investing in if they show enough promise of bouncing back soon.
2. More Thrust on Sales: When the economy is running smoothly or booming many salespeople become mere order takers and are not delivering value to their clients. There is hardly any skill required to push sales as the brand name of the product and huge consumer demand automatically result in sales. But when the economy slows down, consumer demand dips for a large range of products. That’s when sharp sales skills should be used to keep sales figure up. The smart ones succeed in selling reasonably well despite the hard times. Organizations should reassess their sales strategies as well as the efficiency of their sales teams. There may be a need for weeding out non-performers from the sales team and rewarding the performers. Companies should have a well defined and effective sales process in place. All salespeople should adhere to the sales process and apply every ethical sales method that is known to them to get a sale. The possibility of online sales should be fully explored, as Forrester Research points out, that online consumers will spend $3000-4000 per year and their desire to spend is unlikely to be affected by recession.
3. Emphasis on Customer Service: In good economic times you may get away with poor customer service. But during tough economic times a single slighted customer could prove to be very costly. Customers expect prompt service and due attention, especially when they have come forward and chosen to buy your product. Organizations should remember that the transaction doesn’t end when they deliver the product and receive payments. It is just the beginning of a process that may require further rendering of service to the customer. A happy customer invariably becomes a repeat customer. A company can save money and effort by concentrating more on existing customers through impeccable customer service.
4. Slashing Prices: One of the weapons of fighting a recession is slashing prices of products and services as much as possible to stay competitive attract new buyers and gain market share, while still making profits. 
5. Advertising: It is an accepted practice for organizations to cut costs when faced with a slow economy. The biggest mistake many organizations commit is that they cut expenses on advertising and public relations drastically. So much so, that the marketing efforts almost choke without the supply of advertising oxygen. While cutting wasteful expenses is necessary expenses on advertising and PR may be reduced cautiously.

Ultimately it boils down to the diligence, marketing savvy, business ethics, and optimism of the organizations that determine their success in a slow economy.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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In the past month, millions of workers around the world have been forced to find alternate ways to do their jobs as businesses, corporations and other organizations close to help reduce the spread of COVID-19.

With the business environment changing and traditional verticals not open to sales at the moment, its imperative that we focus on the business that is growing.

Business segments that are seeing double and triple digit growth are:

• • Tele-Health
  • Courier Pick-up and Delivery Services
  • E-Commerce
  • Supply Chain Management
  • Manufacturing
  • Finance & Insurance
  • Education
  • Professional, Scientific & Technical Services

Businesses that are thriving during this time are taking a second look at how they’re positioning themselves in the market and how their current operations can be improved upon to ensure the safety of their employees, customers, and anyone else who may come in contact with their product or service.

Let ConectUS help you dive into these growing markets. Reach out to us and let’s discuss your business strategy moving forward. We are all in this together and we want to help you succeed.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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