Transcript
You’ve got to understand that you are leading the customer. A lot of times and this is one of the most common misconceptions about sales and sales pitches, is that the customer will decide. We’ve done our job, we’ve given the information, now we’re waiting for the customer to decide, now the ball is in the customer’s court. With the right pitching and sales systems, you will understand that you are leading the customer, and therefore you have to ask for a sale. If you learn to instill this seamlessly in your pitching system, in your sales system, then it will become easier for you. Of course, if it’s something difficult for somebody, just saying that “no but do it” or “make it easy”, doesn’t make the job easy. The process of making this easier is: seamlessly instill this in your sales systems and your sales pitches, so that it becomes easy for you. And you’ll also be leading your customer into buying.
You should have a short sales pitch, if you ramble on for 15 minutes, trust me no one’s going to listen, you are just going to burn the connection. Short pitches or short sales pitches keep the attention span high and b) something really crucial is that they help you give the right information in short systems at the right time, and that is very, very important in designing your entire sales pitches. It’s not just like one sentence, it’s a whole system and saying the right thing at the right time is absolutely crucial which is why it’s better to have a short sales pitch that hits the customer’s psyche at the right time, helping them take the decision which is why it is super important to understand psychology and cognitive biases, especially when designing your sales pitches. You’ve got to understand what’s happening in the head of the customer and address it at the right time. So, if you know that a customer normally asks me this question, answering that in your pitch is not the way to go about it. You’ve got to understand at what stage this question comes up. This is just a really simple, very short example of helping you understand that short pitches work much, much better for many different reasons.
A sales pitch is not just a pack of information. A lot of people would say like put your sales numbers, put how much money it’s going to save. Like, my product can help you save 23 percent of your annual revenue or your monthly revenue. That’s not the way it works. The human brain doesn’t function like that, we are not logical. I know we all think that I am the most logical person, everyone else is emotional, but trust me we are all emotional. And you’ve got to understand that this is how sales works. Which is why some absolutely crazy products are actually out there in the market. Like think about Wikipedia, think about what Wikipedia actually does. I mean they don’t even have their product; they need the customer, the people to come and create the product for free. Like, how does that work? It’s a completely illogical model but it’s working. There’s a reason behind it because when they were creating it, they knew how the human brain functions.
