Is it a pitch or a presentation?

There was an interesting conversation this morning on Facebook between three excellent professional speakers (I would highly recommend each one of them) about the difference between sales pitches and sales presentations.

Prospects hate being pitched to

Kelley Robertson

 http://www.kelleyrobertson.com/

It’s a sales presentation, not a pitch!! Pet peeve of mine!!

Kit Grant http://kitgrant.com/

How well you do it is more important than what you call it. Companies who start calling customers guests under the premise that this somehow creates better service are kidding no one except themselves. I don’t mind being “pitched” if it’s done well.

 Kelley Robertson

Point taken, Kit. However, in my opinion the vast majority of sales people “pitch” with very little effectiveness.

Kit Grant

You got that right.

Richard Elmes http://www.richardelmes.com

I think the key thing is the intended benefactor.

If your intent is for you to benefit… its a sales pitch.

If your focus is on how your prospect will benefit… its a sales presentation.

If they feel like you are pitching to them then you create a lose-lose situation.

If they feel like you are presenting solutions then you create a win-win situation.

Kelley Robertson

Great perspective Richard!
So next time you are offering your solution focus on how your prospect will benefit because they will know the difference.
If you want to learn how to turn your sales pitch into an effective customer-focused presentation that will secure more sales, contact me @ 519-820-6207 or richard@richardelmes.com

The 7+ Habits of Highly Effective Husbands – Habit #12: Cherish Every Moment

Effective husbands cherish every moment of their marriage.

Not just the good times (that’s the easy part), but the challenging times as well.

And I know that it won’t seem like it at the time, but those challenging times are really a gift.

They’re a gift because those times are what will mold you into the best husband you can be. Those times are what will move you closer as a couple. And those times are what will provide the wisdom that you can then pass down to future generations.

And how do you get through those rough times?

You laugh!!! You play!!! You hold on!!!

And before you know it, life will be better than ever.

You know that you have picked a wonderful girl. And if you use these strategies that I shared with you in this series of blog posts, she will know that you are a wonderful and effective husband.

So, on that note I believe it is fitting to end this blog series on The 7+ Habits of Highly Effective Husbands with a toast.

To Love, to laughter and a happy ever after.

Also, if you have read one or all twelve of these tips and found them useful, and know of anyone else who might enjoy this series of blog posts,  feel free to send them an email with a link to this blog. That way they can also benefit from this information.

How to make your New Years Resolutions stick

Many of us who are looking forward to the future have made New Years resolutions.

You know those grand plans that we come up with, that if we follow-through, will make our life more fulfilling. Unfortunately, they are also the same plans that are usually forgotten by the 3rd week of January. If you don’t believe this just check the classifieds in February for used exercise equipment.

 

Common resolutions like “Quit Smoking, Lose Weight or Save Money,” may sound great, but they aren’t very successful. Using the following 7 steps will help you design more powerful New Years resolutions.

 

1. Develop S.M.A.R.T. Resolutions

Specific: You must specifically and clearly identify your target because you need to know what success looks like.

Measurable: Clear destinations and checkpoints along the way provide stepping-stones,  that are easily attained and provide victories that keep you motivated.

Action Oriented: Effective resolutions require action, they are doing resolutions, not being or having resolutions.

Realistic: You design resolutions to solve a problem or to achieve a dream. They should stretch you outside of your comfort zones, but if you make them completely out of reach, you are only setting yourself up for failure.

Timely: They need to be important to you at this time in your life, if it is not, you will not do the work necessary to succeed.   

 

2. Identify what’s in it for you: If you are going to follow through with your resolution you need to be excited about the benefits it will bring. Visualizing yourself fitting into those jeans that “shrunk” or driving that new car are powerful motivators.

 

3. List the obstacles that stand in your way: Knowing what the obstacles are can help you determine how to get around them.

 

 4. Consider who can help you: You need to carefully identify friends whom you can trust to share your goals with and who can check your progress and encourage you. These people enable you to maintain your focus and keep your eyes on the goal itself.

 

5. Consider what resources are needed: Knowing what tools and knowledge you’ll need to help you accomplish your goal will increase your chances of success.

 

6. Develop an Action Plan: There is something so powerful about putting your resolutions down on paper, but this is the step where most people fail. I think Denver Broncos football coach Mike Shanahan put it best when he said, “If you have a plan, and if you have your direction laid out. You can chart your progress to your dreams at each stopping point along the way. And just as important, all along the way you can see how far you’ve come”. Developing your action plan will give you the road map to your dreams.

 

     7. Set a deadline for achievement: Resolutions without deadlines are only dreams. Deadlines are another powerful motivator. Also when you are setting deadlines add the phrase “on or before” ie. “I will acquire 20 new clients on or before July 1, 2009”

 

So this year make those New Years Resolutions stick, and reap the benefits. Because the best way to predict your future, is to create it yourself.

Staying Motivated to Prospect for Customers

Staying motivated is a challenge in sales. Anytime I feel that I am not making a difference, I have this thought:

There are people out there that need your solution. It has a great benefit to them that would improve their situation and life (even in a small way). It is your responsibility and mission to find those people and help get them that solution. 

When you don’t look for those people, you are actually doing them a dis-service.