The most difficult part of selling - by far - is getting strangers to pay attention to us in the first place. As salespeople, we need to be relevant and have a memorable pitch or message. In practice, we're more like broadcasters; we need soundbites and headlines that travel or echo and get retold. That's why we turned to our good friend, Steve Bookbinder, CEO of DMTraining in NYC who has provided us with a powerful approach for shaping and delivering our messages and pitches. Steve's starting principle is this: does your pitch fall flat or does it echo well beyond your contact? In other words, how do you avoid never being spoken of again?
We have provided the full podcast (15:30 mins), but here are two key takeaways that will help your message or pitch to echo:
1. Talk about issues, problems, concerns and trends that your prospect would expect you to be familiar with. It's reassuring people that you are like them. If you could sit in on one of their weekly meetings, what issues would be talked about?
2. What is the actual language being used by your prospects and customers? And what jargon do they use? This is one of the few occasions when you should use - their - jargon.
What we found sensible about Steve's approach is this: nowadays we are told to sell measurable value or the value proposition, or ROI. When you do this it can sound false, plus you end up sounding like everyone else. Steve is recommending we focus on the language we use so that we can - first - connect with people. This makes sense because the first question we all ask when we spot a "stranger" is, do they belong here at all? If we cannot connect, there will never be the opportunity to collaborate, convince nor convert!
Listen to Steve's podcast here.
Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072 | SalesHood Enablement Partner | enquire@salesvirtual.com
The most difficult part of selling - by far - is getting strangers to pay attention to us in the first place. As salespeople, we need to be relevant and have a memorable pitch or message. In practice, we're more like broadcasters; we need soundbites and headlines that travel or echo and get retold. That's why we turned to our good friend, Steve Bookbinder, CEO of DMTraining in NYC who has provided us with a powerful approach for shaping and delivering our messages and pitches. Steve's starting principle is this: does your pitch fall flat or does it echo well beyond your contact? In other words, how do you avoid never being spoken of again?
We have provided the full podcast (15:30 mins), but here are two key takeaways that will help your message or pitch to echo:
1. Talk about issues, problems, concerns and trends that your prospect would expect you to be familiar with. It's reassuring people that you are like them. If you could sit in on one of their weekly meetings, what issues would be talked about?
2. What is the actual language being used by your prospects and customers? And what jargon do they use? This is one of the few occasions when you should use - their - jargon.
What we found sensible about Steve's approach is this: nowadays we are told to sell measurable value or the value proposition, or ROI. When you do this it can sound false, plus you end up sounding like everyone else. Steve is recommending we focus on the language we use so that we can - first - connect with people. This makes sense because the first question we all ask when we spot a "stranger" is, do they belong here at all? If we cannot connect, there will never be the opportunity to collaborate, convince nor convert!
Listen to Steve's podcast here.
Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072 | SalesHood Enablement Partner | enquire@salesvirtual.com
The most difficult part of selling - by far - is getting strangers to pay attention to us in the first place. As salespeople, we need to be relevant and have a memorable pitch or message. In practice, we're more like broadcasters; we need soundbites and headlines that travel or echo and get retold. That's why we turned to our good friend, Steve Bookbinder, CEO of DMTraining in NYC who has provided us with a powerful approach for shaping and delivering our messages and pitches. Steve's starting principle is this: does your pitch fall flat or does it echo well beyond your contact? In other words, how do you avoid never being spoken of again?
We have provided the full podcast (15:30 mins), but here are two key takeaways that will help your message or pitch to echo:
1. Talk about issues, problems, concerns and trends that your prospect would expect you to be familiar with. It's reassuring people that you are like them. If you could sit in on one of their weekly meetings, what issues would be talked about?
2. What is the actual language being used by your prospects and customers? And what jargon do they use? This is one of the few occasions when you should use - their - jargon.
What we found sensible about Steve's approach is this: nowadays we are told to sell measurable value or the value proposition, or ROI. When you do this it can sound false, plus you end up sounding like everyone else. Steve is recommending we focus on the language we use so that we can - first - connect with people. This makes sense because the first question we all ask when we spot a "stranger" is, do they belong here at all? If we cannot connect, there will never be the opportunity to collaborate, convince nor convert!
Listen to Steve's podcast here.
Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072 | SalesHood Enablement Partner | enquire@salesvirtual.com