The shepherd tree in the Kalahari Desert has the deepest documented roots of any plant, reaching depths of over 230 feet (70 meters).
Whether growing in deserts or by a riverside, trees use their root systems to bring up water and minerals from the earth to sustain life.
In their hunt for sustenance, some tree roots, like those of the shepherd tree, probe hundreds of feet deep — even sending roots through cracks in rocks.
Deep-rooted plants have a greater advantage for survival.
How well-rooted are your sales pitches to clients?
First, the discovery portion of your sales process needs to be a well-planted discipline. You must dig deep on your sales calls into your prospects' needs, goals and pain points. You need to ask open-ended questions and listen carefully. Take good notes and gather as much information as possible. The more you know, the better you can position your sales pitch and address their needs and concerns.
Academy Award winners are asked to complete their acceptance speeches in 45 seconds, about the same amount of time you have to get your audience's attention and keep them listening.
That starts with your title. It mustn’t be a throwaway phrase. It needs to grab the curiosity of your audience. So, shed some real creative sweat over this part of your presentation.
One key quality of business owners and C-suite executives is an unquenchable curiosity about something new or different solutions. You must be prepared to deliver what your ad medium promises and explain why they have to stay involved in your proposal.
That means you have to say things that relate directly to their business.
Your pitch needs to be grounded with strong evidence that you have a solid grasp of your customer’s needs — sending a message of "no brag, just fact," to borrow a catchphrase from the Walter Brennan character Will Sonnett from the 1967–69 TV series "The Guns of Will Sonnett."
What you draw from your sales holster must come out of a strong basis of facts and justification behind them.
By displaying an understanding of what they hope to achieve, you can align your ideas with their goals and show them how you’ll help them to improve.
And you need to do all this in a time frame within which your audience is still paying attention. Many sales gurus say that's about 18 minutes — a perfect length of time for a presentation. (Brevity matters when trying to get your message across.)
At the 18-minute mark, imagine hearing that ominous Academy Award get-off-the-stage instrumental music starting up during your pitch. Sell your proposed solution(s), cross the finish line and ask for feedback.
In permitting you to meet with them, your clients will listen to each part of your pitch while asking, “Is this something for me? Something that is going to help my business? Some answer for a business problem or to help reach a goal?”
If the client can find what's-in-it-for-them throughout your presentation, at its conclusion, you shouldn't be left out in the cold. You are someone with whom they should want to do business!
“Deep roots are not reached by the frost.” — J.R.R. Tolkien, author of the high fantasy works The Hobbit and The Lord of the Rings.
Jeff Sleete is a 50+ year broadcast industry veteran — sales manager/GM/corporate sales head. He most enjoys helping sales departments position themselves as “mavens” (experts) of business to be more successful at selling advertising. Fundamentally, Jeff is a salesman. Through his media sales consultancy, Sleete Sales Script, he provides a daily road map for sellers of any media outlet type to be more consultative in their approach to their clients and set themselves apart from all their competition. Learn more about Jeff at https://www.sleetesales.com/. Or reach him at jeff@sleetesales.com.
Comments
No comments on this item Please log in to comment by clicking here