Shoutout to a former client who told me my sales pitch was boring

Had a call last month with a guy in Chicago who was evaluating our SaaS tool. I did my usual demo, hit all the features, thought it went fine. He stopped me about 15 minutes in and said 'you keep telling me what it does but not why I should care.' That hit me hard because I realized I was just listing off specs like a robot. I changed my whole approach since then. Now I start every demo by asking them what their biggest headache is that week. Then I only show features that fix that specific thing. My close rate went from maybe 1 in 10 to about 3 in 10 in just a few weeks. Has anyone else had a customer basically rewrite your pitch for you?

2 comments

2 Comments

patwest14d ago

That thing about asking for their headache first is smart, it puts you on their side instead of just pitching.

phoenix_campbell8814d ago

Hate pitching someone before you even know what they need lol.