The most important thing is: Taking potential objection and putting it up front. You need to put the reason why the client shouldn’t buy from you first. This dramatically changes the tone of your speech. It shows you understand them, and have courtesy over the time they are investing in the conversation.
If you’re a travelling salesman/Telesales operator/or just pitching over email. Your pitch to a client, needs to work in this order:
- Hooking intro
- Disqualifiers first: “This isn’t for you if…”
- Walk them through the industry: “Here’s the providers, here’s how they do it, here’s what I do”
- Round up on an opportunity “But what you will get from me is…”
It doesn’t matter who you are pitching to, if you’re business to consumer or business to business. What you need to remember is that there is no difference in B2B or B2C sales, really at the end of the day it’s always to a consumer. The only difference is you need to give them a story so they can answer “What will I tell my boss I have bought?”