Are You A Good Salesman? What Makes A Good Pitch
Business May 10th, 2008
First let’s explore exactly what a salesman is. Let’s see what dictionary.com definition of a salesman is.
Salesman: a person who sells, or shows, goods to customers in a shop etc
Now that we know what a salesman is, lets explore even further. What makes a good salesman as opposed to a bad salesman? In case you didn’t know all salesman don’t come alike. Just like there are good drivers and bad drivers there are good salesman and bad salesman. The way I’ve always looked at it, there is no in between. If your not a good salesman than your a bad one. Good salesman make money, while bad ones struggle to make a sale.
I use to work for the Kirby company. If you have never heard of them it’s a company that sells vacuums door to door. These vacuums are called Kirby’s and cost about $2,000. They have been around for 90 years and have a very interesting business model. They never advertise on T.V., Newspaper, ect. The only way to purchase a Kirby is from a door to door salesman.
There was a saying at Kirby, “people don’t buy the Kirby, they buy you” . That couldn’t be more true. Just like with affiliate marketing, Blogging, or whatever your hustle is, you must first realize people are buying you. The hardest thing to do is get someone to buy something they don’t need.
The secret to being a good salesman is nothing more than bringing down a persons resistance level. Imagine an invisible shield that comes up when people get the feeling they are going to be asked to buy something. Everyone has it. Now if you try to attack when the shield is all the way up, your not going to have much success. What you have to do is keep working at the shield until they have it almost all the way down, and then you hit em with the buying.
What is this magic that brings down the shield? Well it’s commonly referred to as a sales pitch. All sales pitches don’t come alike. A sales pitch is used for nothing more than to bring down their shield. Think about it, if there was no shield would there be a reason for even having a sales pitch? Wouldn’t it be much easier to just say, “hey look at my product, you need it so buy it”? Unfortunately the odd’s of that happening are slim to none.
What Makes A Good Sales Pitch
The most important thing to remember when making a good sales pitch is, not making it sound like a sale pitch. I know that probably doesn’t make much sense yet, but read on and I’ll explain. In my years of selling I found the most success when I talked to the person as if I’m just trying to be sociable. I don’t even talk about the product for the first 5 minutes. I get the person feeling like we relate to each other (even if we are total opposites ). When your making your sales pitch webpage remember to always make the person feel that you and them are on the same level. Never make them feel as if they can’t relate to your situation.
If you are creating an online sales pitch I can’t stress enough the usage of real life examples. Even if it’s just a few sentences stating an experience that recently happened to you. If I was selling online car insurance, I’d say something like
“My friend was in an accident the other day. It was just a fender bender. The other car barely had a scratch. My good pal Bob didn’t have insurance yet, and ended up paying $1,000 out of his pocket. He had to take up extra shifts at the diner and spend less time with his family to pay for the damages.”
I just thought of that off the top of my head. You see how now the person is a little scared because they’ve probably been in a fender bender before. Most likely they have a family also, and they don’t want to spend less time with them. See with just a few simple sentences I have them a bit scared. People buy on emotions. At Kirby we had a saying “when the emotions are high, ask to buy”.
You have their emotions racing, now its time for the part that most new salesman find the toughest. That’s asking to buy. I’ve had the most success when I ask with no sugar coating. I don’t like to beat around the bush. When I feel the time is right I just let them know the price, and if I had a good sales pitch, than I should be cashing in a sale.
Daniel Taylor is an expert salesman who exposes secrets of the good salesman at http://www.ultimatesalesman.net
Tags: affiliate marketing, bad drivers, blogging, bringing down, business model, dictionary, didnt know, have never heard, invisible shield, ive, kirby company, kirbys, resistance level, sales pitch, sales pitches, salesman, vacuums
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