Predicting Sales Winners - The Pitch is About One Thing
The problem with nearly all business presentations is – they serve merely to convey data, not to persuade. The objective of every sales presentation should be to persuade!
Most often the salesperson’s Pitch is focused on the data, information, or facts - appealing to the client’s logic. Here’s the problem – clients are not persuaded by logic.
Every business decision is based on emotion - then justified with logic. In fact, there are 6 emotions that move clients to take action. And that . . . is what selling is . . . moving people emotionally!
AMC has a new TV reality show about selling called The Pitch. Each Monday evening at 10:00 - 2 rival advertising agencies compete to win a major client. Typically they have only 7 days to learn about the client and make their presentation.
During their Discovery process (they have a formal process called the briefing & the tissue update) you will see them use effective selling tactics. For example during the Briefing, they: Seek Understanding First, Unify Common Goals & Find Other’s Virtues. During the actual pitch they use triggers such as: Appeal to Visual, Mirror Their Verbal, and Contrast Your Claims. You can read about these effective selling tactics with our 12 Triggers of Persuasion.
Each week watch for the team that can most effectively tap into the client’s emotions and you can accurately predict the winner. Your success is also predictable – Selling is about one thing . . . moving people’s emotions.