Inspiration for Sales Teams

Monday, 13 April 2015

Is the Sales Pitch Dead?

Is the Sales Pitch Dead?

Is the sales pitch dead? How to sell complex services?
When should you pitch your products and services?  A good answer is “only if the customer asks or never”.  However, if you only pitch when the customer asks it won’t seem like pitching ….so, “never".

How can you sell without pitching? Let’s first define what we mean by “pitching”. You’re pitching if you extoll the virtues of your product and services with the intention of convincing a customer to buy. If you assume (or hope) that your audience wants or needs your products and services - you’re pitching

We experience pitching every day; on TV, watching YouTube, browsing the web and I think I can safely say that most of us are highly irritated by it. So why irritate your customer?

You’re not pitching when, while introducing your company, for example,  you passionately describe your products and services and what they do for other customers - that is quite ok. Most people like to interact with people that are passionate about their business.

If you learn to consult instead of pitch you’ll find that customers will trust you and become curious about how you might be able to help them. Unfortunately, many salespeople (especially part-time salespeople such as managers and technical people) have learnt their sales technique from movies and TV programs and automatically pitch.

How can you learn to consult instead of pitching? I recommend looking for a  training program that teaches consultative questioning techniques and offers plenty of opportunity to practise. Like any new skill, it takes time and practice - but your customers will thank you by giving you more business. 

If you like to read you, I recommend “The Secrets of Question-based Selling” by Tom Freese, for more on the concept.

Happy consulting!.

About the Author

Mike Adams, Sales Manager
Mike Adams has had an extraordinarily diverse sales career. He has managed sales teams in the United Kingdom, Russia, India, China, Vietnam, Indonesia, Malaysia and Australia. Mike has held sales director and head of sales roles in the Oil and Gas, Mining, Telecommunications, Facilities Services and Industrial Safety sectors selling software systems, telecommunications networks, facilities services and industrial products.
Mike has developed corporate sales training courses at Nokia Networks and Halliburton, and each of his sales management roles included sales development.
Companies that Mike has held sales management roles include Schlumberger, Siemens, Nokia Networks, Halliburton, Spotless, Motorola Solutions and RSEA Safety.