Okay, so let me begin by acknowledging that I’m likely to offend some long-time salespeople. There will be other people who think that “it’s just a word” so what does it matter.
To the first group I’d say get over it, if you’re that easily offended then your success in sales will always be limited. To the second group I’d say if you think “it’s just a word” then think also of all the times “just a word” changed your attitude, changed your thinking, and maybe changed your level of success. Words matter!
The word I’m writing about today is “pitch.”
A pitch might be the legal delivery of a baseball by a pitcher. It could be the slope of a roof. Sometimes it’s the quality of a sound governed by the rate of vibrations producing it. My personal favorite use of the word pitch is a high approach shot onto a golf green.
But a “pitch” is never never never a professional sales presentation. Now, before some salespeople, and even some sales trainers, tell me that pitch is only a word let me stop you before you begin. It’s not just a word, it’s a huge word.
It’s huge because it plays an important role in determining your mindset as a salesperson. Your actions tend to follow your words and your thoughts. When you say you’re giving a pitch, or even think it, then everything you say and do around your prospect or customer will be affected….and not in a good way.
Salespeople, at least professional salespeople, need to stay focused on what’s important. The only thing that really matters to professional salespeople is their customer. Professional salespeople don’t make a pitch to a prospect; they craft a presentation based on their customer’s needs.
Professional salespeople make recommendations based on information. The information comes from customers as a result of a thorough discovery process.
Sales isn’t a game where you make a pitch and hope the prospect takes it. It is not a game where you try to pitch something past a customer. You don’t need to “pitch” anything because if you’re a professional salesperson you don’t play games with a customer. You don’t think of a sale as a “win” for yourself. The only win in professional selling is making sure the customer gets what they need.
Do not kid yourself. If you’re not thinking in terms of helping a customer or prospect reach a goal or an objective then you’re not thinking like a professional salesperson.
Thinking in terms of “making a pitch” puts a salesperson in the wrong frame of mind. It diminishes the importance of what a professional salesperson does. Peddlers and average salespeople make pitches. Professional salespeople make formal, professional, and meaningful presentations.
So ditch the pitch and be the professional salesperson your prospects and customers deserve.