¿Cómo personalizas tu pitch para diferentes compradores?

Great insights👏🔥. Loved on how it emphasized the importance of personalizing your pitch for different buyers, recognizing their unique skills and preferences. Yes, by actively listening and conducting thorough research, I've found that I can authentically connect with prospects, build trust, and deliver tailored solutions that truly resonate with their needs.

Understanding your buyer personas is crucial for effective communication and marketing. Buyer personas are detailed profiles of your ideal customers based on demographics, goals, pain points, motivations, and behaviors. This knowledge enables: Personalization: Tailor messages and solutions to meet specific needs. Segmentation: Create focused campaigns for different customer groups. Insight: Gain a deeper understanding of pain points and motivations. Experience: Enhance customer satisfaction by addressing their needs. Efficiency: Allocate resources to platforms and strategies that resonate. Product Development: Design offerings that cater to real customer needs. Informed Decisions: Base strategies on data, not assumptions.

If we ask more questions and then listen, it's the best way to understand what a buyer wants. I've been selling since I was 13, that's 2 decades of watching salespeople pitching things that nobody is interested in. We're excited about our product but the client isn't until they understand how it solves their pain. The only way for us to discover this is to be quiet and listen.

The days of one size fits all scripts and presentations are long gone. Every customer is different, every situation calls for a customized solution and every presentation must targeted specifically to each buyer.

In my experiance, understanding our customers process is paramount. We're moving beyond the cookie-cutter approach - today's sales strategies demand personalization. Every client has unique needs, and offering bespoke solutions tailored to their specific processes is vital. This means doing our homework, understanding the intricacies of their operations, and providing impactful solutions that truly resonate. We're not just selling products, we're crafting individual success stories.

I would add that aligning your pitch to the buyer's stage in the decision-making process also helps. For example, lead with value prop for early-stage prospects but focus on ROI, implementation, and services for later-stage buyers. Keeping messaging flexible to adjust to different personas while staying true to your core value prop is an art! Tailoring your pitch shows you truly understand your customer.

The first thing is to stop thinking of it as a pitch. If you have had conversations and truly understanding the challenge, your buyer is facing, uncover their needs wants and goals then when you present your solution, it should be aligned with their expectations. This is the stage where many new sales people fall short. They offer a standard pitch that talks about their features benefits, and maybe even advantages but rarely bridges them directly with what the prospect has expressed.

I agree. Forget the pitch. Take a moment and think about how you help your clients achieve their goals. How do you create value for them? It often helps to ask your best clients for their input. Then take that information and turn it into a story about how you and your product/service help people achieve their goals and improve their situation. People don't want to be sold, but they will buy when they believe someone, or something can help them.

Make the interaction about the buyer, they came in store for a reason, they came to talk to you! Introduce yourself, ask for their name, make it personal, sell it as something they need and relate to your buyer and link it back to a previous point they mentioned.

In my experience flexible framework is vital for a presentation or sales call. You can start with goals and a layout of the items you are there to help with and educate the customer on, but in meeting with them, their pain points may require you to focus on another part of your offered solution. Being able to stay fluid and offer the customer or client what they need is crucial.

While asking open-ended questions is a great way to engage and learn more, be sure you come prepared to share insights and ask questions that truly elevate the conversation. This requires you to do your homework. What is going on in the company? The industry? New trends? Take the time to learn about your prospect's situation and environment, and then asking questions that demonstrate your knowledge. You can also take the opportunity to offer some insights based on what you know and see if their thinking aligns with yours. You're not looking to solve a problem yet - you're looking to explore all the things that are impacting their world and to talk about potential ways you could be a resource.

My perspective here contradicts a lot of sales professionals. I believe there needs to be a real authentic conversation with prospects; not focusing on open-ended or close-ended questions, but being authentically curious and learning about their ecosphere, industry. Clients industries, and other relevant insight. When you are asking questions to gather information to make the sale your Prospects Feel that. When you are asking questions out of curiosity, and approaching this conversation as a resource vs a sales professional, you begin to build trust based relationships and are more likely to convert to a business relationship when the time is right.

Every buyer and company is unique in their own way. Open-ended questions are an easy way to begin an engaging discussion. However, don't get lost following a script and make sure you are listening while they answer to steer the conversation accordingly. Many sales reps often worry about what to say next, instead of listening to their prospect. Asking open-ended questions is crucial because you are also qualifying the prospect as a good fit for your solution. There are a lot of variables in the equation within the sales cycle. Open-ended questions can bring you closer to understanding if they are the right fit for you. It should also help you understand how your solution can be tailored to their needs.

I am a big believer in the fact that “people like to work with people who are working with other people“. There is less risk involved in partnering with someone who has been there and done that. Not only should you know the facts and details surrounding your support of your largest customer, but you should also be prepared to share details of a customer that most closely resembles the one you are approaching. The other part of this is the notion that facts tell but stories sell. Ask questions to understand what is needed and be prepared to tie it back to a story. Were you implemented that solution for someone else.

Stories are a great way to elevate your pitch. They create a connection and help build trust. Choose a story that is similar to the issue they have, so they can see how you have worked with and helped others in the same position as them.

Each selling situation is different, even when it comes to stakeholders of a same organisation, because people have different personas. I agree it is of crucial importance to sell the benefits but that takes a very focused and individualized preparation. Talking benefits to every customer in the same way (eg highlighting the brand and key selling points) is often not enough and doesn't guarantee success. It takes analysing customer's key drivers, needs and preferences, and of course doing the competitive analysis BEFORE the pitch meeting. Only then will you have the right ground to create the right benefit-based pitch.

We always add another layer to FAB in our sales training - "which means that". By adding this simple sentence to the end of the FAB statement you can directly relate it to how it will help them.

In my perspective today's market, personalized solutions triumph. Understanding your customer is key. We study their needs, uncover their weak points, and craft proposals that not only save time and money, but also boost productivity. This isn't about pitching, it's about solving. Each feature, each advantage, each benefit, specifically chosen for each customer. The one-size-fits-all approach is obsolete. Today, we have to focus on delivering precision-tailored value.

Communication is the key to closing you sales🔑 Know your client well. Their preference, their communication style, their personality type. Are they strictly professional, friendly, reserved or neutral? Lead the conversation ahead that way, make them feel comfortable, win their trust!

Matching the communication avenue with the customer and their preferred communication style is becoming increasingly important. Certain clients want to SMS as primary, others do not want to use SMS at all. The bifurcations of preferred styles continue to grow and place increased importance on knowing the individual and providing value across a wider range of communications.

If I may, I’m going to simplify it a bit. In a time where metric measuring and micro managing reign supreme, sometimes you just have to “wing it” or go at it old school. My favorite sales exercise is the good ole role play. You can learn so much doing this with your team daily. The art of being a good salesman and closer is believing in the art. If you are selling something that you believe in and are out there having genuine conversations with customers about your product and their need for it, you’ll do great! Always listen, the customer will always tell you what you need to know. Just have to listen.

From my perspective, selling is about building relationships, and remembering that buyers are simply people who woke up this morning and are trying to get through their day as well. I had a demo last week where a casual conversation turned into something very deep which I cherish. Stop trying to sell and start trying to connect in a meaningful way.

It’s time for sales people turn into trusted advisers, and a significant resource and not what is on the numbers. Prospects how do you feel when we’re trying to sell them as well as when we’re trying to help them solve a problem. When we can detach from what the Prospect is worth to us and attached to what we are worth to the prospect we become the best sales professional we can be.

Lots of valid insight. Also, 'sales" are not monoliths. Most sales environments are different. Selling a box of Corn Flakes is different from selling an ERP, a house...whatever. Don't assume one sales model works in all environments.

Research is essential. - Analyze the client's industry. Understand the current trends, market dynamics, and competitors. Understand their opportunity or potential threats. - Research the client's competitors to identify gaps in the market and highlight areas where the client can differentiate themselves. - Leverage Social Media and the client's (both the company and individuals) online presence. Understand their branding and any mutual relationships you may have with them

When I was creating a new commercial territory as an A&D rep and new to the industry, I didn't have all the knowledge and contacts. But I respected the architects, designers, contractors, etc and was interested in learning. My clients shared so much knowledge and on job site training, making me a better A&D rep. Simultaneously I was learning ALL the technical aspects of our products. Sharing that knowledge and learning each client's needs and delivering what I committed to; all established mutual trust and respect. Bottom line: trust, respect and curiosity are as (or more?) important than the perfect pitch. Because curiosity may kill the cat, but does not kill the client/rep relationship.