Overpitching. It’s an easy mistake to make, especially for new salespeople.
You’ve been in “pitch mode,” so focused on getting a client’s “yes” that once you get it, you’re caught off guard and stumble trying to quickly figure out where to go next. Still in pitch mode, even experienced salespeople can continue discussing product features and benefits after they’ve secured a “yes.”
You want to stay focused on what the client wants. It’s about them, not you or your product. They have a problem, and you’re offering the solution. The goal of your pitch is to identify the problems facing the prospect and to educate them on the aspects of your offer which solve those problems. Once you’ve achieved those goals and the prospect has decided to buy, further analyzing and explaining is a waste of their time and yours. Moving forward at the pace of the prospect demonstrates your respect for their time and that you have their interests at heart.
Since there’s no longer a need to convince the client at this point, continuing to talk further about how wonderful the product is could cause the client to lose faith in it and second guess they’re decision jeopardizing your sale.
Every moment after the prospect agrees is an opportunity to begin demonstrating value for your client. To avoid overpitching, the minute you hear that “yes,” remember to exit pitch mode and start focusing on delivering what’s been promised. It’s time to stop talking and start doing; no more talk about features or the compelling reasons they should buy. Now it’s time to process the payment, enroll them in the program, schedule the delivery date, etc. Take the next step to delivering the promise, whatever that is in your sales process.
Your goal is to smoothly transition clients from the sale to delivery. To accomplish this, think about what the first step is in your delivery process. Before you make your next pitch, figure out what you should do the minute your client gives you their “yes” in order to smoothly get them to that first step. What are some things you might say? What’s the most helpful information to give your client at that point in the process?
The better your customer’s experience, the stronger your business relationship will be. Selling is a relationship, and every step in the process, from the initial offer to the delivery and results of their purchase, has an impact on your relationship.
What other “rough spots” might be in your sales pitch? Sales Arbiter can partner with you to identify your team’s rough patches and provide tips for smoothly moving your prospects through the entire sales funnel. Contact us.