Instead of putting together a presentation for your next sales call, craft a pitch. A pitch is specifically designed to persuade someone of something. In our case, we’re trying to convince a prospect to buy something from us. A presentation, on the other hand, is a demonstration of a product or a service. We’re not here to demonstrate our capabilities. We’re here to win some business. Focus solely on crafting a pitch designed to persuade your prospect to buy one thing at a time. Presentations are easy. Pitching is a craft.
To learn more ways to rethink how you sell media, check out Reboot: Radically Transforming Media Sales on November 16th in New York City. In an immersive sales workshop Chief Media Alchemist Andrew Davis will challenge media salespeople to flip the script of their sales pitch. Learn more here.
Use this special discount code REBOOT2015 to take $100 off registration or the group discount code REBOOT2015CO for $125 off registration.
Check out more Reboot Sales Tips:
Reboot Sales Tip #2: Cut 70% of your presentation.
Reboot Sales Tip #3: Build anticipation for your pitch meeting
Reboot Sales Tip #4: Stop scheduling 1-hour pitch meetings. Schedule 30-minute meetings & only use 20.
Reboot Sales Tip #5: Consume your prospects content. All of it. Before you pitch anything.
Reboot Sales Tip #6: Remove all the slides about you and your organization before the pitch.
Reboot Sales Tip #7: Make assumptions. Assume you know exactly what your client is trying to do — and sell more.
Reboot Sales Tip #8: No excuses.