So a simple concept. Instead of PITCHING and ACCENTUATING the bits the P is meant to listen to, IN A WEIRD and UNGAINLY MANNER, I've tried something else.
The purpose of the pitch is to open up the letter box in the customers mind and put our good stuff inside.
So instead of going all BUZZ WORDS ill just deliver pretty flat with a nice tone and rhythm and then rather than trying to blow up the call with delivery, ill work on opening the customer up and then increasing traction i have with them and concentration they have on me.
And i dont just mean with rapport. I mean pull their focus into a point, on a specific area of the call i want to focus their mind on. so for instance-
- ill ask them- do you need to get a pen a paper for the numbers or are you ok?
so im engaging them. im demonstrating higher value (im cool with them going off and getting a pen, they aint hostage)
ive also focused them on the numbers in a very subtle way.
the numbers are no longer trees flying past the train window of the call outside their attention, in a monotonous blur.
nor do i need to ACCENTUATE AND OVER SELL each point.
Ive pulled their concentration, just a little bit, which opens up the letter box in their mind and ensures they are listening to the numbers and making mental or physical note.
Now im not exactly selling here, i am making them more receptive to the facts. its a subtle thing, but ive found its quite useful.
does anyone understand what im saying here, or am i on my own.
I have a couple more of these that i use. What im getting from it is a more engaged and relaxed customer. They accept its a quick presentation, and they are focused on the numbers, and engaged and focused on the call, which is exactly where i want them.
they are active participants, not passive responders.
The purpose of the pitch is to open up the letter box in the customers mind and put our good stuff inside.
So instead of going all BUZZ WORDS ill just deliver pretty flat with a nice tone and rhythm and then rather than trying to blow up the call with delivery, ill work on opening the customer up and then increasing traction i have with them and concentration they have on me.
And i dont just mean with rapport. I mean pull their focus into a point, on a specific area of the call i want to focus their mind on. so for instance-
- ill ask them- do you need to get a pen a paper for the numbers or are you ok?
so im engaging them. im demonstrating higher value (im cool with them going off and getting a pen, they aint hostage)
ive also focused them on the numbers in a very subtle way.
the numbers are no longer trees flying past the train window of the call outside their attention, in a monotonous blur.
nor do i need to ACCENTUATE AND OVER SELL each point.
Ive pulled their concentration, just a little bit, which opens up the letter box in their mind and ensures they are listening to the numbers and making mental or physical note.
Now im not exactly selling here, i am making them more receptive to the facts. its a subtle thing, but ive found its quite useful.
does anyone understand what im saying here, or am i on my own.
I have a couple more of these that i use. What im getting from it is a more engaged and relaxed customer. They accept its a quick presentation, and they are focused on the numbers, and engaged and focused on the call, which is exactly where i want them.
they are active participants, not passive responders.
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