How you used to feel when random salesman came to your door to sell random stuffs you aren’t interested in. Annoying right?
Or when you are outside waiting & some guy comes up to you & tries to sell something.
People hate sales pitches.
They don’t want to get sold in their conscious mind where they have control over their actions. But subconscious mind works like robots. You program something into their subconscious mind & they take action based on that without having any control over their actions.
So, we gotta sell in their subconscious minds first.
So, a few sales people had found a solution, i.e. they provide value first & then make a sales pitch, so that people would get motivated, interested & mostly build trust that the person has knowledge about what he is selling.
Then they would create a sense of urgency so that people don’t get the time to think about whether it’s even required or worth it & force themselves to buy it right then. They want people to make the decision while still being in the verge of the motivated lecture listeners just heard which got them charged up to make them believe that the product can literally change their lives.
This works a bit at some level & still works very well, but most of the people when they feel that value is over & sales pitch is going to start, leaves as I already said earlier, people hate sales pitch, they don’t want to get sold.
So, what you are gonna do?
Well, how about you making a sales pitch without even making the other person realize that you are making one & can make him feel that you are genuinely trying to help them?
If you can make them believe that you are trying to help them & not going to piss him off with a sales pitch, he is not going to run away from you, but is going to listen to you.
It’s just not about giving a lecture where you feel that people found it valuable & make a sales pitch without actually knowing what exactly they are looking for.
The first step to do that is to do one to one personalized conversation if possible where you
Ask them a question & get the answer.
Ask another question & get the answer.
Ask another question & get the answer & so on…
The more you ask questions, the better you are able to understand their problems, what they are dealing with, know exactly what they are looking for & what they need.
When you ask questions, the other person feels that you really care about their problem & you are trying to understand their problem & help them out.
Now that the conversation is fuelled up, you know exactly what is their problem, you simply help him by telling how your offering is going to help him achieve what he is looking for.
And congrats, you made a sale. Without a pitch, just by being helpful.
So, ask questions, understand their problems, that will automatically fuel up a conversation & they will find their way to what you have to offer.