Feb 2 in Content.
Ditch the pitch - Part II
Last week I talked about ditching the pitch.
Most sales trainers promote them, most sales people use them. My thoughts on them have changed, however.
You can open up a conversation much quicker by leading with a question. If that's the purpose of a pitch, why not just do that?
The question then becomes, what question to ask?
If you're using a pitch, you can take the biggest problem you know prospects are experiencing and turn into that into a question.
In my world of recruitment, I know that finding good bilingual sales talent is difficult. They're in both short supply and high demand. I also know that the best ones aren't actively looking for roles but could be open to exploring new opportunities.
When businesses only rely on job ads to collect applicants, they're going to be missing out on good sales people. And good salespeople pay for themselves.
Using all of this knowledge, I can create a number of questions from it but all I'm looking to do is open up a conversation.
So I start with an iteration of this one...
💬 - "I speak with a lot of tech businesses, often I hear that finding good bilingual sales talent can be difficult. I assume that's not something you've experienced in your world?"
I could ask...
💬 - "Do you find hiring bilingual sales talent difficult?"
But it's too direct. You will want to add some context to the question to both soften it and make it more relevant to the prospect. More prospects will open up.
The question is framed to get the answer no. I either hear, no it's not a problem or no it has been a problem.
Conversation started.
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Ditch the pitch - Part II
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