Sales people have been taught to utilize new selling techniques and tactics. Tactics to help them have a better sales meeting and to improve their sales pitch. You can be the best at holding a meeting and giving a sales pitch – but if you are not taking into account who your audience is, you will not have much sales success.

In today’s world – our competition as sales reps is not the other companies offerings – their products or service, our competition is the sales reps that are interacting with the same people we are.

What was that sales rep able to, or not able to do when interacting with the prospect? What points did they get across, how much were they able to learn about the day to day problems of the prospect?

It is our job as sales people to not only get in front of the decision maker – but then it is our job to figure out what is going on their world. If we are giving cookie cutter sales presentations and sales pitches then we are going to have a pretty rough time.

This is how I know, I do not do this – and I win the business over my competition, the other sales reps who are not doing as good a job as I am. My meetings, my “sales pitch” is always different, it directly relates to what is going on in the prospects world.

Sometimes I am able to help the prospect, sometimes I am not, depending on what is going on in their world. But if you are not figuring out what is going on in their world and giving the same pitch you always do, it is going to be tough to increase your sales and in an ever more competitive and challenging landscape for sales people.

3 Things You can do to tailor your sales pitch for a unique audience:

Research, Research, Research!

Sometimes it seems like I am in Law School – but one of the most important things we do as sales reps is research. I am constantly reading industry publications, news releases, competitors marketing information, and new selling tactics

Meeting Agenda

Prep for your meeting and create an agenda to use in the meeting. Don’t assume you know what you do not know – and generate topics around the areas you need to learn more. Think of yourself as a news reporter trying to get the scoop – we want to ask as many questions as possible to learn the details of their “story.”

Internal Sales Meetings

Don’t reinvent the wheel! Make sure you are asking the other sales reps in your company about what they are facing – the gossip they are hearing, the problems they have seen with specific audiences. Use other people’s experiences to amplify your knowledge!

These are all tools that I use – Knowledge is power, the more we know as a sales rep the more we can consult with our prospects and help them eliminate the problems they are facing. These are sales tactics you should implement today to increase your sales.

Michael Christopher Scott is the author of this article on Selling Strategies. 
Find more information on How to Increase Sales and learn how to be a salesman.

Author: Michael Christopher Scott

Michael C. Scott is VP of Sales for a Health Insurance Consulting Firm and founder of Invoke Selling, an online sales publication that inspires, educates and celebrates the sales career. Our goal is to share content via various mediums and outlets to enhance the life of every professional sales person. Michael is a life long selling enthusiast with passion for training others. He has Sales, Marketing, and Management experience in both the private and public sector. Michael strongly believes in continuous self improvement and the application of selling skills to all areas of ones career. Our ability to sell directly relates to level of success we have.

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