Start Thinking and Stop Pitching: Why Over-Pitching is Killing Your Sale

Do you ever feel that you’re trying too hard to make a sale and losing the deal? The over-trying and over-pitching may actually be the problem, and some simple sales tools can resolve the issue entirely.

Your best sales tools aren’t gimmicky pitches, but a comprehensive knowledge of the customer’s situation, confidence in the product and your ability to back it up with your personal service as a sales rep. Information about your customer, combined with information about the potential solution, should be all you need to clinch the sale when you use the right approach and the right sales tools.

Our Influencing the Decision℠® Sales Process suggests approaching your customer from an informed point of view, identifying the problems (personal hurts) for which they need solutions, connecting with them on an emotional level, and then providing the solution in the form of the products you can provide.

Potential customers don’t respond to canned sales pitches, and they can sense desperation the way an attack dog senses fear. What they do respond to is the fact that a sales person has taken time to understand their business needs and address the underlying issues for which they’re seeking solutions. When you identify their actual problems they recognize that you have put in the time to know their individual hurts, their business, and their situation. Then when you present solid solutions to the problems they are already trying to solve, you have your sale practically made.

Your sales tools aren’t pre-written talk-tracks, speeches, or canned material, and if you’ve been delivering the same stock talk-track to multiple prospective clients, it’s no wonder you’ve begun to over-pitch, and no wonder it isn’t working. In truth, it isn’t just the thinking that will get you a sale; it’s the personal connection you can make with a prospective client when you reveal that you understand the challenges they face. Make an emotional connection based on your empathy for their business problems, and your ability to provide the solution. You will be the resource your clients feel they can turn to as they do business, and the resource they will turn to when they have another problem that needs to be solved in future.

Photo credit: cygnus921