Sharing too much information too quickly

• Time constraints can lead to salespersons cramming as many details as possible into their presentation, both verbally and visually.
• However, it was reported that buyers remember, on average, only 10% of your presentation after 48 hours.
• Sharpening your 10% message and using repetition increases memorability.
• A slower pace also lets your prospect digest information and ask questions.
• The Data-Insight-Question (DIQ) method is a compelling way to make the most of your time, starting with a statistic or data point to establish credibility.
• Then, personalise your data insights to your prospect’s situation. Then, ask a relevant, provocative, buyer-focused, and action-oriented question.
• Lastly, ensure your slide deck focuses on your 10% message and isn’t stuffed with decorative images and data points. Use animation to share details piece-by-piece and avoid overwhelming your audience.

Feature-dumping instead of storytelling

• Rattling off a list of features or benefits doesn’t deliver results, especially since this method often fails to address buyer-specific concerns. Instead, use a problem-solution approach that focuses on your value proposition.
• Unlike listing features and benefits, purposeful narration evokes emotion and illustrates outcomes. It provides social proof, addresses a specific issue, and demonstrates verifiable improvements.

Ignoring nonverbal cues

• Salespersons often record and listen to their pitches to improve their public speaking skills. Yet they fail to understand how their body language could undermine their goals. Non-verbal cues can make you appear standoffish or rushed. Likewise, your prospect’s body language reflects their engagement level.
• It Has been reported that 42% of buyers want salespersons to have active listening traits but all too often, salespeople stick to the script even when nonverbal cues suggest a change of pace or content is needed.
• Instead, practice active listening. It involves paying attention to body language and conveying openness and friendliness with your mannerisms. Active listening also means paying attention to what your customer says without interruption and tailoring your response to them, not your script.

In conclusion:

• Sales pitching is not as easy as it sounds. Salespeople should think of themselves as Influencers, compelling storytellers and problem solvers and/or solutions providers.
• Be the one who can sell ice to the eskimo.
• “Prospecting – find the man with the problem.” ~  Benjamin Friedman.

Finding someone with a problem and showing them how you can solve it is the key to a successful sales strategy.

Your main goal as a salesperson is to help your customers. If you demonstrate how your product solves their problem, they’ll buy.

• “Treat objections as requests for further information.” ~ Brian Tracy.

When a customer objects, that simply means you haven’t provided enough information. For example, “I don’t have the money” might mean, “you haven’t demonstrated this product has enough value to warrant a purchase from me.”

• “Customers don’t care at all whether you close the deal or not. They care about improving their business.” ~ Aaron Ross.

Understand your customer’s deepest problems and pain points. Aim to help them solve those pain points, not to simply close the deal.

• “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”

~ Zig Ziglar.

These are the five key objections most customers present to sales reps. Understand and address these objections to dramatically boost sales success.