If you have always wanted to get into sales or are simply searching to find a way to make your current sales pitches more successful, you have come to the right man.
Thomas Fallucco has 15 years of sales experience that he is happy to lay at your disposal. Working currently for Dell SecureWorks as their Atlanta Regional Sales Director, Thomas Fallucco long ago worked out the glitches for a successful sales pitch. It is not really as difficult as it can sometimes seem, Thomas Fallucco assures. Use these few helpful hints in your next pitch and see what happens.
Logic + Emotions: It is important, Thomas Fallucco says, to go into a pitch with the proper understanding of the ways you must get someone to agree with you. Logic is the tried and true method of reaching an agreement. You make the company you are pitching to agree with your reasons for why your product or service would benefit them. But don’t forget that there is also the emotional side. You must win them over emotionally as well as logically.
Make a connection: People are more likely to make an emotional connection with you if they know something about you. So tell some stories about yourself, Thomas Fallucco encourages, and don’t forget to ask your potential client some about him- or herself. Highlight what you have in common. Be likable.
Be passionate: If you come into a pitch without energy, without feeling like you really have the best product or service for this company, then you are not going to make a sale. You must be passionate about what you are selling. People will pay attention to your pitch if it is clear you are confident and excited about your product, Thomas Fallucco declares.
Drill it in: Even with passion, a connection, and logic, people can still be a little slow. So Thomas Fallucco suggests making the same point more than once. Whatever is the central point of the pitch, whatever you feel is the single best selling point of your product or service, don’t be afraid to repeat it.
Keep it brief: Everyone in corporate America is busy. Don’t waste your time or the company’s you are pitching to, Thomas Fallucco says. Avoid rambling and long presentations. Boil your pitch down to the essentials, then open the floor for questions. Keep your pitch succinct and everyone will appreciate it.