In sales, it is important to consider human psychology. Everyday, you are bombarded with advertisements, and it has gotten to the point that your brain is hardwired to instantly recognize the pattern of a sales pitch. And when you recognize that pattern, especially coming from someone you don’t know, you will stop listening.
This is compounded by the fact that we are all busy people. You have to realize that your sales prospects care about their time as much as you care about yours. When they hear your unsolicited sales pitch (even if it’s an example of a good sales pitch!) they will tune you out, and worse, become frustrated that you have wasted their time.
This brings us to the main point: you have to earn a sales pitch opportunity. Before you can break through the barrier your prospect has erected to keep out crude marketing slogans and spam, you need to make sure that you have something valuable to offer—a product or service that’s worth the prospect’s time and attention. Then, you have to build rapport and trust with the contact, so they will actually consider what you have to say.
There is no shortcut. If you want to succeed in sales, you need to put in the work and build up to the effective sales pitch.
