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Tuesday, 13 August 2013 03:50

Ditch the Sales Pitch and Learn the Art of Quality Conversation

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Ditch the sales pitch! Learn the art of quality conversation and get better results. To stay abreast of the latest in ad sales training, I often listen in on other sales coaches to learn and observe. It seems to me that there sometimes seems to be a lack of common sense in what is being taught today.

For example, the entire idea that you need the perfect pitch or you need to perfect your pitch is so misguided that I am amazed that people still try and teach this approach to selling. Pitching the product?  Huh? Ask yourself this…do you like it when a sales person pitches to YOU?  If your answer is yes…seek help.  If your answer is no (!), then you are pretty darn normal.

So consider this…how about having a good old-fashioned (now novel again) face-to-face conversation with someone? Does that seem odd? Awkward compared to the comfortable canned sales pitch? It should NOT be. Having a quality conversation can be pretty simple and bring even better ad sales results.

First step: Put away your iPad sales presentation, cell phone, and your sales brochure.  Let’s just talk. Start by asking good, thoughtful questionswhich will lead to good answers.  Answers lead to follow-up questions. You need to listen carefully and respond accordingly.

But most sales people do not really listen, they just wait to pounce. Don’t do this! Instead, weave in your product offerings as you have the conversation, when appropriate. Be genuine, be sincere, and just talk.  And what if you have a great conversation with a client and don’t close them?

Here’s my key point: When you engage in a great conversation filled with desired information and quality feedback, you ARE actually selling. You are providing a valuable service to your advertisers.

Here’s some homework…

  • Come up with ten critical questions to ask on every sales call.
  • ALWAYS do some research beforehand so you can tailor your questions to the specific client.
  • STOP pitching and start hosting some great conversations.
  • Better conversations = Better relationships with your client = Better sales

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Written by:  Ryan Dohrn is an award wining ad sales training coach, a nationally recognized internet sales consultant, international business speaker and is the President and founder of 360 Ad Sales Training, a boutique internet revenue consulting firm with a detailed focus on ad sales training, internet consulting and media revenue generation. Ryan teaches media sales training classes and offers detailed coaching help to business owners and media companies looking to make money online. http://www.BrainSwellMedia.com

Read 1122 times Last modified on Tuesday, 13 August 2013 03:50

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