Tell Stories of Failure as Part of Your Sales Pitch

It may seem a bit strange but you can use stories of ‘failure’ as part of your sales pitch.  By ‘failure’ I mean situations where other clients and prospects really made the wrong choices and suffered as a consequence.  That simple illustration can help your current clients see the advantage of fresh new ideas and perhaps the recommendations made as part of your sales pitch today.

Clients don’t want to make mistakes.  A ‘failure’ situation is actually something that can help your current clients move ahead in a positive way and in doing so avoid any poor decisions.

So here are the rules to the process:

  1. Tell stories from the market and provide real life facts and information.
  2. A failure situation is actually a valuable lesson to someone.  Your current clients may appreciate that knowledge.
  3. Make connections between your current clients situation and the ‘failure event’ so they know that it is relevant and real.
  4. From the failure you can work up recommendations and alternatives.  Every client likes to have a few alternatives to consider.
  5. Put yourself in the solution and in the story.  Show the client the timeline to progress as you see it and break it up into stages of action.  Small simple steps are the easy way to move through a problem.

It is fairly easy to pitch on a sale situation if you follow these rules.  It is simple sales logic.  The client doesn’t want to make a mistake; they will listen to you.  You become the solution process.  The depth of your recommendations and solutions will help the client move ahead.  That’s how you can close on a sales pitch.

Reciprocity in Sales Today

In sales it is wise to remember the factors of ‘reciprocity’.  The act of giving freely and willingly has great impact on attracting repeat business and return customers.  Clients know when you go out of the way to help them with their situation.

Certainly ‘reciprocity’ will help build your profile, trust, and respect with the customer.  Be prepared to do some things for ‘nothing’ understanding that the person you are helping will really value your interest and help.

Consider these questions:

  1. How long is it since you ‘called in’ to talk to that customer who purchased from you last year or some time ago?  Go back through your database to find the people that you can help and support further.
  2. What could you do for your customers today that would be of value to them?  Go and see your clients and customers.  Get in front of them at every opportunity when ‘in the field’.
  3. When the last sale went through, what did you do to extend the value of the product or service?  Could you have done more?
  4. What can you do with your clients today to show them that you really value their business and contact?

It is a fact that people like to do business with those that they trust and respect.  It takes time to achieve that profile; certainly reciprocity will help greatly as part of that process.

Find the people that you can help and go out of your way to do so.  Over time that will bring you more clients and lots of repeat business.  Establish the relationships with the right people that you know are of value to your business and your income.

Put Your Heart and Soul into Selling – Increase Market Share

When you work as a professional salesperson in any industry, the only way that you will achieve a dominant market share and a good income is through putting your heart and soul into the selling process. Over time that will help you with building your business and your income.

Professional selling requires practice, good market knowledge, excellent product knowledge, and total personal commitment. Not all salespeople will check all these boxes when it comes to personal performance and business focus.

It is worthwhile saying that many salespeople are not totally committed to the task and the clients that they serve. They prefer to work the hours of an ‘order taker’ and not a top salesperson. That being the case, it is better for them to work in customer service. Let the front line sales go to those people that know how to encourage the transaction, and value to the customer, and grow the relationships over time.

So let’s go back to the point that top results require a top salesperson with a quality level of focus. Here are some points around which you can build your sales business and your leads and opportunities:

  1. Most customers and clients don’t want to be an experiment when it comes to placing an order or achieving a result. They like to know that they are working with the best people in the industry with the best product or service capability.
  2. Providing you have a top quality product or service to supply, most of the upcoming new business that you will generate will come from personal relationships established over time. This then says that you will need a good prospecting model and contact process to implement with all of your clients and prospects. It is a personal process that cannot be delegated.
  3. It may take three or four attempts at contacting the person before a meeting can be arranged. It may also take two or three meetings from that point onwards to establish a potential sale or order. Consistency and persistence within your prospecting model will be essential to building market share.
  4. Enthusiasm, knowledge, and trust are key elements to the client and customer relationship. Most of the people that we work with will want to see all of these elements before they share their business opportunities with us. Those salespeople with lower levels of integrity or attention to detail will usually not last in any industry over the long term.
  5. It should be said that people like to do business with the people they know and trust. Top salespeople rise to the top of their industry due to the levels of trust and the relationships that they have established.

Whilst the process sounds basic and simple, many salespeople overlook the necessity to follow through on the points of establishing new relationships and strengthening trust with their clients and prospects.

Forget about the need to make a sale, and focus on the relationships that you require; the business will come your way over time. Put integrity back into your selling processes.