Getting stuck in your pitch can give the prospect the upper hand, these one liners, admittedly a bit cheesy, can buy you extra time:

• ‘You need to get on board with this, by the time the smokes cleared the trains left the station, take my professional advice and……’. If they say ‘NO’ say-’ What aren’t you seeing through the smoke?’
• ‘Bill Gates said that “Fear loses its potency when the unknown suddenly becomes familiar” lets spend a couple of minutes together familiarising yourself with the product/market/service, what questions do you have for me?
• ‘I understand and I’m pleased you need time to think this over. Time is after all the greatest teacher, unfortunatley it kills all its students (Ha Ha) and since you don’t want to miss out on this one while I’m here please tell me which areas are you still unsure about?’

• Positive thinking=Positive energy=More sales

• Before you work on increasing your sales you need to work on you!

• Positive thinking will build up your sales and yourself!

Increase your sales
Develop more confidence
Start Finally Getting Ahead

We all know how hard it is to stay focussed on those days when all you seem to get is ‘NO’, that is when it becomes imperative not to carry one call into the next, especially on the phone, your prospect can only hear your voice and will pick up on micro-signals you give off, if subconsciously you expect the call to go badly, like the previous 10 you have made….it will! Stay focussed stay positive and have the attitude that you have got the time wasters out of the way so you must be getting nearer to the real prospects!

This is a useful technique to get clients thinking along your lines without urging them to directly, It works because your subconscious mind doesn’t recognise negatives, in the example above you immediatley think of…a black cat!

Here are some useful examples:

• “Try not to see this as a guarantee, just listen to my professional advice”

• “You shouldn’t just think of the money you are making because you have a great product as well”

• “This will do so well for you John, but don’t think about that”

• “Don’t think about doubling your turnover John”

It can work in any scenario, try working some into your pitch and see what results you get!

We all know how important it is to create rapport with clients. This ultimately helps us break the barrier, gain their trust and secure a deal.

 

Here are a few of the best ways to build rapport:

• mirror and match a person’s tonality, breathing, pace and choices of words
• caring enough to genuinely ask how someone is
• building trust by being consistent
• acknowledge how it is for someone, perhaps by commenting non-judgementally on their current state
• remembering what’s important to the person you are speaking with
• being able to join in when discussing their interest
• empathising with signs of acknowledgement, for example laughing with the client, showing agreeance
  

This simple objection handle can buy you crucial time in a pitch, also known as the ‘3F’s’ - Feel, Felt, Found.

‘I understand how you feel many of my most successful clients felt the same way until they found….’

It breaks down in 3 stages:

• Empathise with the client so they know you understand their concern
• Group them with successful individuals with whom you have good relationships
• Lead them back in the direction you intended the pitch to go……

AND most importantly finish with a question/tie down to return the emphasis to the client: ‘Does that all make sense?’