4 powerful communication strategies to win any sales pitch
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The most successful sales professionals in any organization are usually those who consciously or subconsciously master the fundamentals that I am about to share with you. In my company Pure Green franchise, I teach everyone on our team that there are no shortcuts, and in all communication the battle is won before it even begins. If I ever hear a sales professional say they’re going to “get away with it,” I know they’re unprepared.
To consistently win a pitch, flawless execution of the following communication strategies is part of the course.
1. Know your audience
Depending on who you meet or who you talk to, you need to tailor your dialogue to that person’s level. For example, if you are dealing with someone with a solid background in finance, you can get into more complex financial terminology and details. However, if you are dealing with a perhaps more junior person who does not have a solid financial background, you need to adjust to their level of understanding. While this might sound like common sense, you’d be surprised how many people in business don’t adapt their approach by knowing their audience. The result: they lose relationships and even blow up the case. You need to tailor your approach to your audience.
When speaking to large groups of people, I refrain from using fancy vocabulary and instead use simpler words. When dealing with senior executives and high level entrepreneurs, I use more technical terminology. It really is that simple. I will generally respond to my approach depending on who I am talking to. In one-on-one interactions, I will adjust my vocabulary to the level of the person I am interacting with and explain any complex processes or terminology if I feel like he or she does not understand them. completely. Be respectful of people when responding to your audience.
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2. Show up prepared
It is important to show up prepared for any meeting. Before a meeting with someone you haven’t met, you should google or search for the person on LinkedIn to find out their background, work history and where they went to college, and research a field of study. get along like people or places you both know. Using this knowledge strategically can help you develop relationships faster.
If you are meeting someone for a business meeting, you should know the general information about their company before the meeting. This is a must see, and you would be surprised at how many entrepreneurs blindly attend meetings.
3. Match and mirror
Matching and mirroring are techniques developed by Dr. Milton Erickson, a psychiatrist who specializes in hypnosis and family therapy. Erickson believed that the subconscious was always in tune, and he made significant inroads with patients through the art of matching and mirroring.
Erickson’s work on matching and mirroring is widely used in business. Mirroring or matching body posture helps to establish a relationship. For example, if you are in a business meeting and someone is sitting in their chair with their arms crossed, subtly leaning back in your chair and crossing your arms, you can indirectly build a relationship by talking to the subconscious of the person. . If this is the first time you’ve heard of matching and mirroring, it might sound like a Jedi trick, and you might be in doubt. However, by actively practicing and evaluating the results, you will be surprised at how effective it is, and eventually you will start to do it naturally.
If you watch a new couple in love, you might notice how their body language is naturally in sync. They can have their drinks at the same time, both cross-legged and lean into the conversation. Matching and mirroring tend to happen naturally when people are in harmony. You can take advantage of this technique to build relationships faster with people when you first meet them.
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Over the years of matching and mirroring, this technique has become second nature to me, and I use it without even thinking about it. An interesting aspect of this technique is that once you are in a relationship with someone, he or she will usually start to correspond to you and reflect you as well. If you are standing with a group of people and have your arms crossed, after talking for a while and relating to the group, the other members of the group will start to fold their arms. When this happens, you will know you are in a relationship with them.
4. Master your elevator pitch
Imagine you are in the elevator with someone who can be a game-changer for your business. You have a very limited window of time to take advantage of this opportunity.
In just two sentences, you should be able to articulate what your business does and why everyone should care. Also pay close attention to your physiology and tone (as noted above) when making your pitch. These are critical. People can tell from your post if you are sincere in your post, and they subconsciously judge whether you believe your own pitch. Although your pitch is just the start, people will decide if they want to do business with you based on your pitch.
When I meet startup entrepreneurs and CEOs, their elevator pitch plays a big impact in my decision to do business with them. When I coach entrepreneurs on their elevator pitch, I coach them not only on their ability to articulate their pitch, but also on their body language and the tone of their speech. The best elevator pitches convey conviction and authenticity.
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