How can you adjust your pitch for different sales channels?

A thorough understanding of the prospect before making the call is the key. The call has to be more about them - their business, their objectives, their targets, their challenges. And you have to act like a solution partner who is going to help them in achieving their objectives. Please remember that no one is interested in understanding how many features your product has or how much efforts you have put in developing it - all they want to understand is 'how it is going to help them in meeting their goals/objectives?'

When it comes to phone sales, many years ago I got one of the best advices: "No emotional attachment to an outcome". Usually when salesmen do cold calling they believe they need to sell immediately but actually it is quite the opposite - the idea is to gain trust, build rapport and schedule a next phone call or, even better, a meeting if eligible. If you are emotionally attached to an outcome of sales (MUST SELL) after 10 phone calls with zero sales you will not be feeling to enthusiastic...don't you think? It doesn't mean that from time to time someone will actually buy from you on the first phone call.

In phone sales the ability to quickly establish trust and communicate value is paramount. Leveraging industry-specific language and understanding the unique pain points of your target persona and business owners is critical. By aligning the conversation with strategic insights into how our services can minimize downtime and reduce overall project costs, we can effectively demonstrate our commitment to partnership and excellence. This approach, coupled with a growth mindset and a focus on data-driven results, ensures that each call is not just a pitch, but a step towards a long-term business relationship.

Early in my career, I learnt a process called SPANCO which stood for Suspecting, Prospecting, Approach, Negotiation, Close & Order. It was when the world was less complicated without the Cell phone, email, social media etc. Only Face2Face. However, if one can relate the 6 step process still exist with all its proven vigor maybe with different terminologies and the pitch can vary depending on the medium being used. One element, as the world changed its pace is people are tasked with more quantity than quality, hence product prices are inconsistent and the sales pitches have gotten to be extremely aggressive & impatient, thus resulting in the current generation of sales team ignoring a lot of the sales processes to close business in a haste.

One thing I’ve found helpful is asking your prospective client how they are serving their own clients. I recently found out a top prospect was on the road, in person seeing their clients so I went to go see them face to face. Not only did they appreciate the meeting but pointed to an empty seat and said ‘Your competitor didn’t show up.’

Si estás vendiendo por correo es porque antes has creado un buen embudo de ventas. Este primer paso es fundamental para conseguir los emails de los posibles clientes y atraerlos hacía tu producto. La venta por correo es más de construir una relación de confianza que una venta directa. Piensa que no te escuchan ni te ven, así que tienes que demostrar en cada correo que reciba tu posible cliente, el potencial inmenso que tiene tu producto y la diferencia que existe entre adquirírtelo a ti o a cualquier competidor del mercado. Se constante, pero no pesado. Trabaja mucho el formato y no abandones tu embudo de ventas, ya que esto es lo que te hace ampliar esa red de emails.

After running a successful business for over 20 years, and now working for a large ISP, I use the phone to sell one thing. The appointment. Why would they want to talk to me? Do I bring value? Is it a fit? Is the timing right for my product or service? After all, if we sold baby strollers, we wouldn’t prospect to senior living homes! Do your homework, and the phone can be your friend.

I’ve found that concise, relevant, and insightful/informative email language is the way to get traction with cold and warm prospects alike. I’ve worked hard to package and deliver my emails for maximum impact. This will get more positive responses than you thought possible. You simply must do the front-end work to gear your emails and prompts to move the proverbial needle in the direction you desire.

Email sales is all about that straight talk and genuine connection. Kick off with a warm greeting, lay down who you are, and cut to the chase on why you're hitting them up. Dive into their world – find what makes them tick. Tailor your pitch, hitting their pain points with stories that hit home. But keep it real, no fancy jargon nonsense. Inject some urgency; give them a reason to hit reply. Use a clear CTA. Let your tone mirror your brand, and keep refining – it's a never-ending hustle.

In a long term sales process be prepared well is a key moment. Press releases, small talks, changes in management, decision makers’ background investigation, common known persons, market rumors - any kind of information would be helpful. As was mentioned it is about relations building. Focusing on a values and core of further deal you should also identify detractors within client team and should investigate obvious or hidden competitors activities and proposals. Be ready for small favors should be made to make relations more reliable.

My experience has taught me the importance of understanding the unique language and culture of each social media channel. Whether it's the casual tone of Facebook, the professionalism of LinkedIn, or the visual appeal of Instagram, adapting your message to fit the platform's style is key. Also, interacting directly with comments and messages makes a huge difference. It's not just about broadcasting your pitch; it's about starting meaningful conversations and building relationships. This approach has helped me connect more deeply with potential clients, making them feel valued and understood.

Social media is a playground for disruption. Forget the fluff; hit them with a post that screams value. Your product isn't just a solution; it's a freaking game-changer. Speak their language, drop the corporate nonsense. Use relatable stories, real struggles, and paint a picture of transformation. Limited-time offers, exclusive deals – make 'em feel like they're getting VIP access. Close the deal casually, but keep it interactive. Your brand's voice is your weapon – stay real, stay you. Social media's a wild ride; ride the waves, adapt, and dominate

El mundo ha cambiado y con él, la forma de afrontar una venta. Todos tenemos un dispositivo móvil y pasamos horas mirándolo al cabo de la semana. Enfócate en crear tu marca personal, se insistente con el mensaje, no tengas miedo a publicar en diferentes RRSS y ve al grano. Muéstrate seguro de ti mismo y de tu producto, entabla conversaciones de valor con futuros clientes y sobre todo, no te escondas. Sal ahí fuera a ese inmenso mundo digital y demuestra que eres el mejor en tu ámbito.

This depends on the type of social media. LinkedIn is now a great sales tool. Gone are the days of it being a place to search for jobs right after the sudden loss of one. It's now an effective way of networking and messaging out about your product/ service. Stay concise, but do it often. This'll help ensure your posts appear- not only to the group you already have- but their connections as well. Also- don't over-hashtag posts. Research the hashtags you use to determine if they actually lead to meaningful material like yours. I also suggest tagging anyone meaningful to the message. Jobsite pic and story? Tag customers who were there, tag their customers, tag potential customers, tag other thought leaders in the same industry. NETWORK!

I agree that social media is a major player in informing and connecting with your target audience, however I disagree with the use of chat bots and automated responses. The most effective way to see real results is to use these tools to make real connections. The moment you have a chat bot respond you lose any real connection.

Para ser um profissional de vendas de excelência, você deve estar preparado, investiga??o prévia do cliente, conhecimento aprofundado sobre sua empresa, e bem mais do que as características dos seus produtos, principalmente os benefícios dos produtos, e é claro personalizar a entrevista de vendas levando o benefício do produto que atende a necessidade do cliente a ser visitado.

Most importantly, do your research on your customer about latest developments at their workplace or company and speak about those, in the first few minutes. It is fine and even great to get into personal space of your contact person, if you find a common point of discussion, as that breaks down any "icy" feelings, when a sales call is ensuing. Last and not the least, objective and structure of what you want to pitch needs to be crystal clear, so that you know how to steer the conversation back to the agenda, in case you do drift away from the topic.

To adjust your pitch for face-to-face sales, research your prospects and their company, industry, and competitors. Dress appropriately and arrive on time with a smile and a firm handshake. Use eye contact, body language, and gestures to convey confidence, interest, and enthusiasm while reading your prospects' signals and reactions. Visual aids, props, or samples can be used to showcase your solution - let them touch, feel or try it if possible

While various tips on communication, gestures, facial expressions, dress code and manners depend heavily on the respective region, culture, industry and manager level, there are 3 rules that apply universally: 1) Be informed! We live in an age of limitlessly available information. There is no reason to show up uninformed at a prospect, customer or supplier. 2) Be interested! It is not about a pitch but about building trust and gaining an understanding of the prospect's needs. 3) Listen! Understand! Adapt! If you are not willing to listen, you could have just sent an email with information.

The key here is homework. Research and research again. Not just the company but the person you are engaging with. Remember people buy off of people, build a good personal relationship and you will sell to this person in every company the go to! Do they have family, what is their hobby, where do they live etc! Your first 15-20 mins of a 1st meeting should be about building a relationship. The rest should be about understanding their business, their business directives and their market approach. Only then can you build a solution to meet their needs and map your products and services to their objective holes. Remember listen and take notes, paraphrase what they have said and how that fits well in to your offering.

At the end of the day, be genuine. Trying to pull off a sales persona that isn't you is difficult and quite frankly exhausting. It's not natural, takes too much effort and honestly hinders your true potential. Sharks smell blood, humans smell BS. Be you.

10/10 sales were won by no one. However, you can never predict which out of all your presentations could close. So give your best in every single one. Following the pit-stop mode will always help. Just like high performance F1 Cars, all high performance sales guys need a pit-stop before every presentation, no matter how fresh you feel. A quick visit to the restroom will make sure you look your best.

One of common ways to boost sales is to participate in Industry events where competition is also present OR invite and ensure attendance of your customers for your captive events. One must remember that such events are great interest openers and also great for sales closures. In either scenario, your approach needs to be different and unique from the competition at hand. Be mindful of the branding of your event stall / webinar as you want these to be your sales support structures.

Understand the channel Tailor message for audience Vary communication style Utilise channel specific tools Feedback incorporation

Don't be outworked, work harder than any one in the room. Success in sales particularly need persistence and positive mindset.