Sales Pitch - you present to real people not automatons

Buyers are people! Never forget that! Even if they try their hardest not to behave like a real person, behind the façade is a human being with all the frailties that you and I possess.

Buyers are people! Buyers have their careers to think of as well as their company’s long term goals. A bad decision can negatively impact a career, hence the motto “No one ever got fired for buying IBM”. Think about the buyer as a colleague rather than the enemy or the barrier to entry.

Buyers are people! Buyers are looking to minimise the risks. The service they are looking to buy has certain risks attached to it. By taking the time to minimise the risks the agency stands a better chance of being awarded the contract.

Buyers are people! A sales pitch, tender or a beauty parade is a form of mask worn by commercial buyers to hide behind. Find ways to get behind the mask to interact with the people. Always remember that people buy from people that they know, like and trust.

When you enter into a sales pitch remember that one of the goals is to reduce the risk to the buyer as a person as well as in their role. Get to know them and you are well on the way to success.

If you want to know more, call me on 07956 532963 or link to the website www.credence-uk.com

or go to my Squidoo lens for more information