The formula for a good sales pitch is universal, whether you’re trying to land a sale, promote your idea, or sell yourself in a performance review. Follow these tips to build rapport:
- Body language:The key is to appear believable, trustworthy and confident. Eye contact is imperative. Focus intently on your conversation partner. Good posture goes far, too. Try sitting in a comfortable position halfway between stiff and relaxed.
- Listen more than you speak:While this may seem counterintuitive, your pitch will be more compelling if you ask questions and listen. Remember: The sale is about whom you’re selling to. Instead of saying “I,” “my,” and “me,” be more inclusive with words such as “us,” “our,” and “we.”
- Know your audience:Research your audience as much as possible. When you tailor your message, you’ll make more meaningful connections — and you’ll avoid saying anything inappropriate.
- Substantiate:When you’re talking about your offerings, use specific examples of how your service has helped others. Stats and numbers are most persuasive, and they allow your service to speak for itself.
Looking for more tips on successful sales? Attend one of our Consultative Selling Skills seminars.