Where’s the Light Bulb in Your Sales Pitch?

In 1937, towards the tail end of the Great Depression, Napoleon Hill, an American author who is commonly known as the “Founder of The Science of Success,” published Think and Grow Rich. To date, this book has sold over 60 million copies. For over 70 years, it still remains a best-seller and a popular book on success principles.

In this book, Hill discusses the importance of enthusiasm in success. In sales, a lack of enthusiasm means that your prospects will perceive you as someone who is not convincing. If you’re not excited about what you’re doing then why in the world should your prospects be? Remember, enthusiasm is contagious and people will want to be around you. What can you do to turn that light bulb on during your sales pitch?

There are tons of things that you can do to energize your enthusiasm and we could keep you entertained for hours. We could achieve this through a very long laundry list of innovative and creative ideas. For me, however, the best way to turn that bulb on is through daily inspiration and motivational audios.

I’m always in the car and sometimes I feel like I live in my car. So rather than listening to music I have chosen to listen to those motivational experts who can take me to the next level. Some of my favorites include Les Brown, Anthony Robbins, Napoleon Hill, Bob Proctor and Sam Glenn. There are tons of other speakers and it really doesn’t matter who you listen to, but what matters the most is that you find a speaker or topic that inspires you. Below are six ways that you can incorporate this idea into your life and insure that you keep that light bulb on during your sales pitch:

-Join an audio book subscription service like Audible.com

-Keep a box of inspirational audio CD’s in the trunk of your car

-If you don’t like listening to audio books then buy the printed book version

-Share your new found inspiration and motivation with others enjoy the same

-If you listened to an audio CD a year ago then listen to it again and again. It’s amazing what you can pick up the second time around or even the third time around!

-Listen to these motivational speakers on your MP3 Player as you workout

As you consume yourself with this type of genre you will begin to perceive the world in a completely different way. You will find that your light bulb of enthusiasm will stay on and stay on much longer. Yes, sales skills are important. However, the most important factor in your success is your positive attitude melted together in conjunction with your energizing and electrifying enthusiasm for life, your company and their product and/or service. What are you waiting for? Where’s your light bulb in your sale pitch?

Copyright 2010 Mr. Cold Call, Inc. – All rights reserved.

Telesales – The Introduction – AIDA

When a sales person speaks to a prospect for the first time all they are doing is essentially trying to break the ice with someone that they have never spoken to before.

They then attempt to have a chat to find out if there is a chance that the product, service, item that they are trying to sell may be of use, benefit or be of assistance to the person they’re speaking to.

If there is an opportunity that what they have may be of use then the sales person will begin to sell the benefits of what they have.

If that process works, then they will ask the prospect if they want to buy it or not.

There are obviously an enormous amount of different processes, skills, procedures, lines and closes that must be incorporated into the sales process, but essentially what I have just explained is the sales process.

The first time that this process was explained to me it was delivered wrapped in the age old acronym A.I.D.A. which stands for;

Attention

Interest

Desire

Action

This is the basic frame work of all sales pitches. Let’s look at this process a little more closely.

Attention: you need to get a prospects attention before you can begin the sales process. If a prospect isn’t listening to you, you can’t sell to them- that’s just common sense.

Interest: Once you have their attention, then you have to keep it if you are going to sell to them. You have to tell them a little about what you do and what you have to offer. You need to pique their interest in what you have to sell by delivering a few key features of what you have and how they can benefit your prospect . What’s in it for them?

Desire: If you are going to install an element of desire in your prospects mind concerning whatever it is that you are selling, then you are going to need to know a little bit more about them. I think that most people have had experiences of a sales person that has rattled on endlessly about how fantastic their product is and then becomes frustrated or even annoyed that we are not interested in buying their product. Before you start asking someone to buy whatever it is that you are selling, it is imperative that you first of all begin some basic fact finding by asking a few open ended questions to ascertain how your product could benefit them. Once you have got to know your client and ascertained how your product can be of use to them, you can then begin to install desire in your clients mind by molding your product around their needs.

Action: If you have done the above correctly, then the only thing remaining is to take action. Essentially this means to close the deal. There are reams and reams of articles, books and courses on how to close a deal. But in its simplest form a close is you asking the prospect if they will buy the product you are selling.

That is the A.I.D.A. sales process. It has evolved over the years and expanded and different sales trainers have different ideas on how best it is to teach the process of sales. My own interpretation of this is called the O.R.D.E.R. process. Look out for it on this website and on mine.

How to Overcome the Fear of Phone Selling

The end goal of any sale is to make the sale, right? Of course it is, but how you go from initiating contact to closing the sale is where the art and science of selling comes into play. Let’s focus on phone sales.

First of all let’s debunk a myth: cold calling is not dead, just re-tooled. Since we’re living in the Information Age and Google, search engines have changed the game in terms of how consumers (both individuals and businesses) interact with marketing and sales. Oh yeah, let’s not forget to mention that the government is watching to ensure consumers aren’t called when they don’t want to be with the enactment of the National Do Not Call Registry. However, don’t assume for one second that the phone is dead as a communication medium for conducting business. Most people desire to interact with another person prior to purchase. Don’t get me wrong; websites, email, text, and print mediums are significantly relevant for conducting business today. But, when it comes to the phone, it is the undisputed champion in terms of initiating (or even maintaining) contact with a prospect or client.

Best Method for Overcoming Fear of Phone Selling

Although Nike said it best with their slogan of “Just Do It”, I would offer that there’s a step before just picking up the phone and dialing away. You must have a goal for the call. The best way to squash anxiety and kick fear in the gut when selling over the phone, you need to have a purpose for the call. Remember, selling is both an art and science and follows a very logical pattern. Here are some common goals for a call: (1) Introduction with no goal of making a sale; (2) Obtain an appointment either in person or via another phone call; (3) Talk to the Decision Maker or find out who the Decision Maker is; or to (4) Ask for the Sale.

When you have a clear and direct purpose for making the call, then telesales actually becomes fun. As you build up your stamina through repetition, you’ll express confidence over the phone that your prospect or client gravitates towards and soon you’ll begin to see the fruits of your labor in closed sales.