Overheard a sales call at a coffee shop that changed how I pitch

I was sitting at a Blue Bottle in San Francisco last Tuesday and this guy next to me was on a Zoom call with a potential client. He kept saying things like 'we can help you scale' and 'our platform optimizes your workflow' and the guy on the other end just went quiet. Then he switched up his approach and started talking about a specific problem the client mentioned earlier, like how their support team was drowning in tickets. The client perked right up and asked for a demo. It made me realize I do the same thing - I lead with generic benefits instead of listening to what they actually said. So now I jot down 2 or 3 pain points the prospect mentioned before I even start talking about my product. Anyone else find that tailoring your pitch on the fly works better than sticking to a script?

3 comments

3 Comments

lee73317d ago

Did you read that Salesforce study about reps losing deals from talking too much?

phoenix_campbell8817d ago

The 70/30 rule from that study really stuck with me, @lee733. I've caught myself rambling in demos before and could see the prospect's eyes glaze over. It's like we think more words equal more value, but it usually just buries the main point. I try to ask a lot more questions now and let them lead the conversation instead.

tessa39417d ago

Heard a buddy say he closed a deal just by shutting up and letting the client vent for twenty minutes straight.