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10 Surprising Things You Didn't know about Client Services & Search Marketing Manager, Lisa Frampton
Disqualifying Leads Without Alienating Them as Future Customers - Part 2: Cultivating Non-Leads with Automated Marketing
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Total Cost of Ownership: What does it mean and how can you avoid costly, unsuccessful implementations.
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Crafting the Perfect Sales Pitch(or non-pitch)
They say that sales are all about the numbers game, and they are not wrong. But what if you could close even more deals just because of a change in the way your pitched your product or service? Wouldn’t you try?
To start, I would like to change the phrase ‘sales pitch’ to ‘sales dialogue’. Why? Because, who wants to be pitched? People have become numb to salesman calling or showing up at their door with one thing on their mind, meeting their sales quota. Isn’t that such a turn off? I know it is for me. I want someone to sell me something because they genuinely care, or ‘seem’ like they care about me and whatever problem they are trying to solve.
A good salesman doesn’t sell. He/ She develops relationships and builds trust with his leads and customers. A successful salesperson doesn’t talk to the customer; instead, they talk with them. They open up a dialogue. Even though this is a two-way conversation, the salesperson paves the way without the buyer even knowing it’s happening. However, this does not just happen, it is strategic in nature. In order to achieve the position of the guiding light you must first think about the following:
Do you see how this is a two-way conversation? Approaching, your buyer in this way is a lot less intimidating. Selling is like dating. You do not want to come on too strong, or you might scare your prospective partner away.
My last two pieces of advice are two very important pieces of the puzzle:
The points made above show how the ‘sales pitch’ is no longer relevant. You should never go into a date talking all about yourself, and the same goes for selling. You need to know you are a good match, and why you are a good match. These are the foundations of a successful relationship.
Stay tuned for our next blog post on Sales Best Practices.
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