The Sales Pitch, Take 2

September 25, 2009 by Ed McLaughlin 

A lot of people think that sales are intentional. I will sell this product to that person.

So what happens? A salesperson naturally thinks he or she must take action, that they have to do something to someone.

They almost always start by making a pitch. They pitch while making cold calls, at networking events, and during industry conferences.

For the most part, no one likes being on the receiving end of a pitch. It bothers us. Ever wonder why?

Probably because it feels intentional. A pitch is about self-promotion, not about the prospect. Which means that the salesperson is acting a lot like, well, human spam.

Which turns most sales encounters into little more than a big game.

Here’s a potential solution: slow down. Stop trying to pitch your products and services at the first impression. Earn the right to your prospect’s business, over time, bit by bit.

How? Easy – all you need to do is shift your thinking. Sure, you can take action – but instead focus on doing things “for” people, not “to” them. Share your knowledge. Share your network. Most importantly, share your compassion – there are countless ways you can help your prospect’s cause.

No, this won’t provide immediate results. But if you persevere, you’ll find that sales are more predictable and sustainable than you ever thought possible. And in all likelihood you won’t ever have to pitch again.

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