No two sales pitches should be the same. I tend to think of sales pitches more like conversations, having a new and personalized one for every prospect. After all, you likely never have the same exact conversation with two separate people.

When it comes to selling, it's important to get to know your prospect and curate the conversation accordingly, but there are also ways to have the best sales conversation ever without relying on your words. Talking someone's ear off during a meeting can lead you straight to the door, so use these pieces of advice to make your sales conversation two-sided. 

1. Use neuroscience to your advantage

Neuroscience selling can set you apart from competitors like nothing else. Take an emotional approach and increase your prospect's oxytocin levels. By maintaining eye contact, smiling often and even shaking hands, you'll build trust and a strong connection with whom you're selling to from the get-go.

Don't be afraid to inject a little silliness into your sales conversation. Sales people tend to have the stereotype of being insensitive, always pushing for the sale. By making your prospect laugh, the dopamine will start to flow and you'll destroy that stereotype. Let your personality shine and go off script if it feels right.

2. Uncover goals and aspirations

It might be obvious that your prospect is in the market for what you're selling since you've gotten the opportunity to show them what you can offer. Go a step further and uncover their overall goals and what they're hoping to accomplish through buying your product. You'll come across as caring and invested in making sure they succeed.

Be careful as to not interrogate your prospect with too many questions, though. This can make you seem over-eager, and sharks can smell blood. Frame up your conversation as just that - a conversation, rather than an interview.

3. Make the solution clear

After you realize what your prospect's overall goal is, you have the opportunity to personalize your conversation and adjust your pitch to make it incredibly relevant to them. Why are you selling to this particular client? What needs can be solved by what you're selling? Make it clear that you understand their business, and make the connection between their aspirations and what you can offer for them to reach their full potential.

Published on: Nov 9, 2017
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