Dave Guide: Sales Pitch (Talk) – Part 2 (Process)
Hi everyone, sorry got delayed in writing part 2, was too busy since last week. So where did I left do you all remember. “Yes you”, “As a sales or marketing representative what should we sell for organisation”. “Correct”. Ok as per my earlier blog “Dave Guide: Sales Pitch (Talk) – Part 1 (Product)”. You should concentrate on one product, this will be your stepping stone.
You need to remember one thing, unless you don’t create your own script no one is going to buy your stories to make movie.
Step 1 (Loop 1)
How do you create a script?
Imagine you are looking forward to make one movie, now to make this movie what are the basic necessities. A good, fat and juicy story, “make sure you create story on one topic”. This is what any film maker buys.
Now you have to choose one product “Your characters” to create a story for example:
You are going to sell a server, network or security product. How will you make it juicy or lucrative for customer to buy either of those product. Pick either of the product and talk to customer, when you try to explain about the product make sure you are well aware what that product does and what are its USP “Unique Selling Point”. And most important “Pitch”, how do you represent:
Customer says he is interested in server, “now its your turn, the iron is in fire and hot enough to be hit on”. Speak about the brand that you want to sell, “whether customer likes it or not”. Try to feed customer the information that you know and customer does not.
“Please do not underestimate customer” they may know more then you know. Always remember one thing in this process very very important: Don’t keep your arms at rest while you are explaining a customer about technology always keep them in motion, specially finger on desk as a pointers, wave arms across your body (Not too loud please) representing yourself as product and make customer visualise you as a “script narrator”. Keep moving “Explaining”, don’t stop, look at their reaction, you may see customer wants to speak. Please make a note let them open up. Let them ask questions, let them feel they are part of your story.
Step 2 (Loop 2)
What else?
Now that you made your customer comfortable, while you were trying to explain about one product and you allowed customer to speak or ask a question. “Pay attention” he has asked you a question which is not related to the product which you explained. But he has asked you about the application or services that they are going to use on this servers. “Gotcha”, this is where you will start talking about the related service, such as the software that you are going to sell “By the way your company should be selling that software”. Don’t feel sad or disheartened if you don’t sell tell customer you can help then by looking for it “This is how you do is up sell”
Now coming back to application or service you will create another story “this is your side story which is like a flash back”, so now you are entering in another product.
So till step 2 you have created 2 needs for a customer. This is where you script to its semi final destination. “This is where villain takes advantage to pick the girl and run away :)”.
Step 3 (Loop 3)
Hero Time
“Hero Time”, you explained about products, now you try to get into their network. Like wise you try to get more information about their network. Use your gut feeling, such as how are they planning to use this server and application, within or from outside their organisation. Who are going to access this application and how are they going to give access.
There comes the part of security, “Hello are you awake, please remember your laundry list in earlier part”. This is how you manage your laundry list, not by saying what you do but by asking and creating loops (reading interesting script) for a customer.
“Hello, did you keep moving your fingers, arms and a cute smile while you are narrating”, don’t forget this part this is very important. Ok let me say you cant do that, ask for A4 size paper try to create some pictures for customer to understand what you envisage to explain.
By the way this is my way of doing presentation, “To tell you the truth, till date I never followed any corporate presentation, any brochures, any leaflets. I believe in pure action based communication, do you know when you go to circus till the time Joker does not arrive you are always on the edge of your seats. When you see joker you just jump up and down to express your feelings. You have to be joker while you are in front of customer.
Make sure you don’t sound boring while you narrate stories. In between try to give examples, the one like I use while I write my blogs.
Try it, its magic I love to do this. “Just for your information when my wife asks for something I just try to create bigger stories then then one I explain to customer. Just to keep her away from my pocket” Awwwww just kidding !!
Please don’t tell my wife else she will never believe in any of my stories 🙂
Have a happy selling
Will be back with my final part of this series.
To be Continued….