Sales Hustle is now Sales Transformation
Nov. 11, 2021

#192 S2 Episode 61 - Stop Pitching Your Product

On this solo episode of the Sales Transformation Podcast with Collin Mitchell, pitching your product or service, and how you do it, takes center stage. Collin advises against going straight to the pitch filled with features, benefits, and logos that nobody asked for in the first place.

You earn this right when the prospect asks you about it. And how you earn this right is by having high quality conversations with the right people. Show that you care and that you have a solution to a real problem the prospect has!

As an example, reaching out via LinkedIn DMs must be approached with care. Sending more than a couple of sentences filled with your pitch ruins any chance of elevating the conversation outside of LinkedIn. The same principle applies to email and cold calls.


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HIGHLIGHTS

01:04 Focus on conversations: Earn the right to pitch your product or service 

02:34 LinkedIn DMs and emails: How to take the conversation off the platform

03:49 Cold calls: Realize that you're interrupting their day, so get permission
 

QUOTES

01:42 "Focus on building relationships and having conversations. You want to target the right people and have high quality conversations with those people. Be genuinely curious learning about them, what problems they have, what things you might be able to solve, creating some value, offering some value."

02:37 "When you send a LinkedIn DM, the goal is to build a relationship and take the conversation off of the platform. So sending your pitch as part of the DM ruins any chance of that ever happening."

03:51 "When you cold call to people, you're interrupting their day. Get permission to speak with the opener. Tell them why you're reaching out to pique their interest to want to have a further conversation and continue to talk."

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  • Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out  @salescast.community If you're a sales professional looking to take your career to greater heights, please visit us at  https://salescast.co/ and set a call with Collin and Chris.

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:24] RI welcome to another episode of sales transformation. This is going to be a quick short episode with me today, where I'm going to talk about why you need to stop doing this number one thing, because it's ruining your chances of building relationships, booking meetings, and building pipeline. And what I'm talking about is pitching.

[00:00:48] Product or service now, I'm not sure why people think this is a good idea and why there's so many people still doing this today in sales, we see it in LinkedIn, DMS emails, horrible cold calls where you, where sellers often go straight to throwing them. And pitching their product or surfer service, talking about features, benefits, logos, all of these things that nobody asked you got to earn the permission or the right to pitch your product.

[00:01:22] And everybody wants to know when is the right time? The right time is when the prospect asks you. So you want to. What you're trying to do upside down and stop trying to focus on booking the meeting or getting everything to the next step or getting the yes or whatever the case is. Focus on building relationships and having conversations you want to target the right people and have high quality conversations with those people.

[00:01:54] Be genuinely curious, learning about them, what problems they have, what things you might be able to solve, creating some value, offering some value, giving some insights on how you might be able to help them to peak their interest, to want to learn. Now, if you follow this framework, you will have much higher quality conversations.

[00:02:17] You will end up building a healthy pipeline of people that actually care about what it is that you do. That actually have a problem that you can solve. They actually value solving that problem and you are the right fit to solve that problem for them. So let's walk through a couple of examples. Let's talk, LinkedIn.

[00:02:37] When you send a LinkedIn DM, the goal is to build a relationship and take the conversation off of the platform. So sending your pitch as part of the DM ruins, any chance of that ever happening, people are frustrated. People are irritated to most times. If your DM is more than a couple of sentences, they're not even going to read it.

[00:03:01] So please stop the madness, connect with people because you're curious to. Have a relationship with them, have a conversation with them, offer up some value, some insights that they might be interested in learning more and give them the opportunity to raise their hand and say, yes, I would like to have a conversation.

[00:03:20] Yes. I would love to learn more about that. That's interesting. Please tell me more. Those are the type of responses that you're looking for and your messaging should be crafted in a way that piques their interest. To want to learn more. Okay. Same thing in an email. If your email is too long, it's going to get ignored.

[00:03:36] They're gonna think it's spam. If you're talking all about you, they are not going to reply, shift the focus about them, uh, and follow that same formula to increase your reply. Same thing in a cold call. When you cold call to people, you're interrupting their day, get permission to speak with the opener. Um, tell them, you know, why you're reaching out to peak their interest, to want to have a further conversation and continue to talk.

[00:04:04] If you follow that you will have more success in building more relationships, having more high quality conversations. And yes, the result will be booking more meetings and building. Pipeline. If you enjoyed today's episode, please write us a review, share the show with your friends. It really does help us out.

[00:04:22] And then we're always listening for your feedback as well. You can go to sales, transformation.fm, leave us a voice DM, and we will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same page.

[00:04:40] Head over to sales, cast.community and crush your numbers on your leaderboard. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.