Too many prospects will politely smile and nod through your entire sales pitch – when all they’re really doing is nodding off to sleep. How do you wake them up? It takes an eye-opener – an unexpected problem or issue that will grab their attention early on in your sales message. One of the most effective eye-openers we use is to tell prospects they’re on the wrong plane…. “Excuse me, but what did you just … [Continue reading]
How to pitch to very senior executives (a 10-point checklist)
These are the kind of people who schedule their day in 15-minute blocks. They have notoriously short attention spans – but if they’re willing to meet, you’ll get their undivided attention. Here are 10 things they wish you would do when you pitch to them. 1. Cut to the chase. Boil everything down to the essentials. Go into your meeting with 3-5 key points (we do this with a framework we call The 5-Point Pitch). … [Continue reading]
Don’t be another voice in the Competitors Chorus
Many of your competitors are singing out of the same songbook. And there’s a chance you might be joining the sound of their familiar chorus. In a world where 86% of the value propositions salespeople present are missing their mark*, you’ve got to differentiate your sales message to survive. Here’s a quick self-assessment to find out whether or not you’re singing in the Competitors Chorus. Does your B2B sales message include any of the following … [Continue reading]