Create, Commit, Close via Sales Pitches… 

The sales pitch meeting:
Every sales pitch is different, every decision maker will want something personalised, and every conversion needs to be bespoke!
 
#Top Tip 1

If you have had no formal sales training, you need to understand the stages of a pitch meeting and how to adapt your approach to the communication style of the prospect. Some stages are outlined below:
·         Introduction
·         Building Rapport
·         Questioning
·         Needs-based Selling
·         Objection Handling
·         Negotiation
·         Conversion
·         Follow-up
 
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#Top Tip 2 – Let’s look at one of these topics in more detail.
Building Rapport:
 
If we are being honest, no one likes to be sold to. The renowned sales term: Know, Like, and Trust (KLT) is even more important now for building rapport. Remember experiencing that ‘gut feeling’. It is similar when selling to another person.
 
A prospect is likely to engage with you through the pitch meeting if you take the time to listen and care about their values and interests. Building rapport should occur early on within the conversation, in my experience, a strong rapport built can make the negotiation and closing easier.
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#Top Tip 3 – And another topic most of us find challenging.
 
Handling Objections:
 
There could be several objections from the prospect, e.g., the costs, the prospect had tried a similar service or product before and did not receive the desired results. Before providing an answer to an objection – you need to uncover if this is the only reason or if there is anything else stopping the prospect from proceeding to buy? This will help personalise a response.
 
Respond with needs-based selling techniques, e.g., what if my service or product solved the problem you mentioned during our conversation? Deliver an anecdote of a similar situation with a previous customer.
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Ultimately, to win sales pitchers, you should focus on the needs of a prospect; how your service or product will make a significant impact on their business in current markets.
 
 
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Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)
Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.
 
Jamie@correctcareerscoaching.com and 07599 332178
https://correctcareerscoaching.com
https://www.linkedin.com/in/jamiemartin111 
 

To use LinkedIn or not to use LinkedIn?


LinkedIn has nearly 800 million members, 55 million+ businesses, and in more than 200 countries across the globe.

If you are not using LinkedIn for business, you are missing out on opportunities with a vast number of professionals!

#Top Tip 1

How to connect with prospects…

You need to give a reason for someone to ‘Connect’ with you. Do you have a mutual/ connection/s? Did you have a conversation at a networking event? Did a business contact advise you to approach this prospect?

Or do you want to use their services? And give them a LinkedIn ‘Recommendation’ ⭐

The WHY is important when sending a connect request. Some people on LinkedIn will be near to their connections quote and will be selective on who they accept.

If your connection request wasn’t accepted – why not ‘Follow’ this prospect instead and you can still engage with their social media marketing.

#Top Tip 2

Engage with your Followers…

Reciprocity! If you, ‘Like’, ‘Comment’, and ‘Share’ on your connection’s post/articles, the more likely they are to return the gesture. The more engagement on your posts will increase the organic reach, as well as the audience of your connections.

The more visible you are on LinkedIn, the more awareness you and your brand will have on this channel.

If you’re going to send a prospect a private message – your engagement needs to be detailed and personalised.

Some examples:

  • Excellent post/article you have just written on LinkedIn…
  • Thank you for liking my post about…                   
  • I see you are interested in… and we are also part of the same LinkedIn group …

Turn a cold contact into a warm relationship by building rapport consistently with prospects on LinkedIn.

#Top Tip 3

Social Media Marketing…

Are you embracing social media marketing? Your competitors will be!

Whether you post daily or occasionally, make sure you do post. The more you do social media posts, the more your current customers and future customers will remember you and be aware of your services/products.

You can post about:

👉 Industry news or your business market updates

👉 Staff achievements and socials

👉 Client wins and testimonials

🔥 Do include a video or graphic – this will grab your readers attention!

Or create a ‘poll’ – a simple question can generate useful insights and statistics to share as a post with your network.

*Don’t forget to add 3 ‘#’ to your LinkedIn posts!

If you require LinkedIn and Social Selling Training for your business (storyboard attached), contact:

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111