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]
Sell more by offering less (six reasons to specialize)
37signals made a very gutsy move earlier this year. After 15 years in business, and with a growing portfolio of products, they decided to become a one-product company – selling only Basecamp (their popular project management tool). They even changed their name from 37signals to Basecamp. Why would they do that? What about all the untapped potential and future revenue from all their other products? What Basecamp tapped into is a very powerful, yet counterintuitive, … [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]
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