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
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.
Point taken, Kit. However, in my opinion the vast majority of sales people “pitch” with very little effectiveness.
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.
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 firstname.lastname@example.org
The following networking ideas come from my friend and fellow professional speaker, Judy Suke. (Judy is not only funny, but she is an excellent networker)
7 STEPS FOR HIGHLY EFFECTIVE NETWORKING
1. Have a polished infomercial and know exactly who you want to target. (Talk to SUCCESSFUL people in your business and ask who the IDEAL CLIENT IS … do some research … put some time in)
2. Learn how to small talk and show genuine interest in people. DON’T BE LOOKING OFF IN THE DISTANCE to see who ELSE is there. Look them in the eye and FOCUS ON THEM DON’T PREJUDGE ANYONE …. Sports equipment … CATERER YOU SHOULD BE ACTING LIKE A HOST – NOT A GUEST
3. Never try to sell to the people at a networking event. Build relationships. – networking events are not for showing product. TIME IS PRECIOUS and people WANT TO and NEED to CIRCULATE. 10 minutes or less 60 seconds to describe product or service
4. Go with a GOAL of the number of IDEAL people you want to connect with.
5. Follow-up with good leads within 48 hours. Let the person who gave you the lead know that you followed up. THANK THEM.
6. Decide how much time per month you want to spend networking.
7. Track success patterns and establish a system to sustain your business.
To explain theis point I need to talk about another one of my great loves… hockey.
I remember one particular game when a powerful Jr. A team from a neighbouring city http://www.kitchenerrangers.com was losing to our city’s young inexperienced team. http://www.guelphstorm.com
Then, with the game still in reach, their new star player (Steve Downie http://lightning.nhl.com/team/app?page=PlayerDetail&playerId=8471703&service=page) jumped one of our players (Mike MacLean http://www.hockeydb.com/ihdb/stats/pdisplay.php?pid=76851)from behind for what seemed like no reason at all, knocking him to the ground, and beat the tar out of him. To make matters worse, after being pulled off by the refs, he proceeded to kick his helmet against the boards, knock over a rack of hockey sticks, and toss a case of water bottles onto the ice. (Check out the whole thing on YouTube http://www.youtube.com/watch?v=aQ4RkHbMeqk&feature=PlayList&p=ECEEA090F95A695E&playnext=1&playnext_from=PL&index=50) Not only did he embarass himself, but he left his team short-handed. Our team went on to win 5-0.
It has been said that selfishness is the root of all evil.
Well, Mr. Downie, received an 8-game suspension for his selfish act that night. And isn’t it interesting that while he was suspended his team started winning again.
In short, when players focus on themselves, they lose. But when they focus on the team, they win.
The same lesson applies in marriage. I know when I make major decisions focusing only on me, I get in trouble. But when I focus on the two of us, on WE, things work out better.
Because great teams are just that… teams.
So if you want to win remember Habit #3 and Think WE before Me.
Check back next time to learn what Habit #4 is.
What do I mean by Burn the Boats?
I read a story a few years back about a group of ancient Greek warriors who were famous for their bravery and unshakable commitment to victory. As I read the story further, I soon discovered why?
After the warriors were off-loaded onto their enemy’s shore, their commanders would shout out, “Burn the Boats!”
Can you imagine what would be going through your mind at that moment, if you were one of those warriors watching your only option for retreat being torched in front of your eyes? As the boats slowly turned to ash and quietly sank into the water, you would know that there was no turning back and the only way home was through victory.
So what does this mean for your marriage?
It means that when you take your vows seriously you make a commitment to succeed. And by eliminating all of your other options you will be able to endure even the most challenging times and your wife will know that you will be there for her… no matter what.
So remember Habit #2 and Burn your Boats.
Check back next time to discover what habit # 3 is.
Kleenex, we need Kleenex!
That was the scene at my niece Katie and her husband Chris’ wedding this past Saturday.
That is a scene that is played out at many weddings throughout the year.
When a member of the wedding party is telling the happy couple how much their love inspires them.
When a parent is telling their child how much they are proud of them.
When a father is welcoming his new son or daughter-in- law into the family.
The scene is one charged with emotions.
So what do you do when the tears well up inside and you find yourself grabbing for a tissue?
1. First off you need to realize that this is normal. Don’t be embarrassed by this release of emotions.
2. Take a step back and breathe. Taking this moment to collect yourself will help you regain the control you need to move on. Also a deep breath will help get more oxygen to your brain, which will in turn help you think more clearly.
3. Go back an pick up from where you left off. Remember that this heart-felt message that you are delivering is important and that your recipient (along with the audience) will appreciate it.
So, don’t be embarrassed, step back and collect yourself and continue and you will touch the heart and connect with your audience, whether that audience is a hundred or just that one person. You will both be glad you did.
Also, if you are nervous about public speaking like almost everyone on the planet. Try to approach your speech like you are just talking one-on-one with that person.
“The Big Secret in life is there is not secret. Whatever your goal, you can get there if you’re willing to work.”
“Vision without action is merely a dream. Action without vision just passes the time. Vision with action can change the world.” – Joel Arthur Barker