Truly successful salespeople are constantly refining their skill and adjusting their sales pitch to fit the time and needs of their prospective clientele.  With the dawn of a new year, it’s time to analyze your sales pitch and tweak it to perfection. Sales Coach Steve Fretzin, president of Sales Results, Inc., gives us two practical ideas for getting new clients with a better pitch:

1. Soft Sell. One of the most important skills to hone is the art of the soft sell.  ”Rather than the traditional ways of simply presenting a product or service, the new technique of the soft sell focuses on questioning – and not just background, surface-level questions.  You need to dig deeper to your prospects’ pain and learn how it affects them personally.  This is the most difficult part of a sales meeting, but it is also the most critical, Steve explains.

2. Listen. As you ask the probing questions, remember that listening is even more effective than talking.  ”I teach my clients to listen 80% of the meeting and talk only 20%,” Steve continues.  ”It’s not just about you convincing a potential client that you are right for them- you need to let them talk as much so you can learn about their pain and in turn, tailor your approach to fit their specific needs,” says Fretzin. “The 20% you speak should be filled mostly with questions.”

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Sales Results: Sales Results is an elite provider of sales coaching and business networking all about results. They offer sales instruction and support as well as networking events and development workshops. Their experienced and supremely dedicated sales coaches lead by example. For more information please visit www.salesresultsinc.com

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Wednesday, January 27th, 2010, 2:04 am   |   Marketing Techniques  |  RSS feed |  Respond  |  Trackback