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:
- Tell stories from the market and provide real life facts and information.
- A failure situation is actually a valuable lesson to someone. Your current clients may appreciate that knowledge.
- Make connections between your current clients situation and the ‘failure event’ so they know that it is relevant and real.
- From the failure you can work up recommendations and alternatives. Every client likes to have a few alternatives to consider.
- 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.