The End Of The Sales Pitch

If You Buy This – You Will Have A Better Life

We have all heard it – the convincing sales pitches. No matter where you go or what you are doing, you will see them. It’s almost impossible not to come across several when you ware listening to the radio, watching TV, reading a newspaper or magazine. The fact that they are still around means that they work to some degree; if they didn’t, then every business would have shut down by now! There must be a better way though, right? Let me explain…

Building The Barrier To The Sales Pitch

As a culture, we have started to become more aware of our surroundings – in general. Since the explosion of the world wide web, we have experienced access to endless amounts of information in only little amounts of time. With that, we are continuously exposed to new information whether we choose to learn it or not – it’s just there. Again, because of this, we are in fact more aware. In general we are more aware of how businesses are conducted. We know that companies have products and/or services and that they want to sell them to us. It’s no hidden secret.

Sales pitches are bound to happen – we know this. They happen wherever we go these days – driving in our cars; we see billboards, shopping at the mall; we have salesman who convince us, checking our e-mail; we have spam. We have built barriers to prevent these from entering our lives. We avoid salesmen because they fear they will sell us on something, we trash letters in the mail before we even read them, and we have spam filters in our e-mail that rejects it before we even read it. To a business, this can be difficult – real difficult. So how do they try to improve their business? They try improving on their sales pitch! They are going at their business all wrong – and it’s comical to watch them at times. I’m going to share with you they key to successful salesmanship!

Stop Selling And Start Caring!

If you want to truly dominate at sales and become a top producer within your organization, you must learn to stop selling and start caring! So what do I mean by this? Easy. People enjoy buying, but they hate to be sold on something. So you must stop selling! Learn to simply be a friend!

Example 1: A Lady enters a car lot. She is instantly approached by a man that says “Hello, what are you looking to buy? We have the best car lot and the best selection” This isn’t good. This poor lady enters a car lot and hasn’t even taken 10 steps and is hounded by the salesman. She already feels pressured in to making a purchase as the salesman is already hinting at it. She also feels a bit insulted that she cannot simply look around for a few moments on her own without someone holding her hand along the way. Not only that, she is receiving biased information; ‘we are the best.’

Example 2: A Lady enters a car lot. She is greeted by a simple smile from the man on the other side of the lot. The lady moves around and is looking at cars on her own – she is moving at her own pace. Several minutes later a man casually walks without completely stopping and says “If you need anything, just find me and I’ll be glad to help you with anything!” The lady gives him a smile and thanks him as he continues to walk away. This approach is much better! The lady is now able to do her own shopping without a vulture over her shoulder. The man has placed the ball in her court. The lady in no way feels pressured and is more likely to ask him for any kind of help because he was simply friendly. He wants to help – not just make a sale. He showed her that he actually cared!

It’s Time To Change Your Game-Plan

This is a very valid scenario, although it is very brief. If you are looking to make more sales, you must stop being a salesman. You must learn to show them that you care – not just pretend that you care – but you must learn to be a friend who actually cares about them and their decisions. When this is realized by the customer/client their guard will almost instantly will be let down. The communication between you and them will now be more open.

If you change your game-plan around to fit this model, you may be quite surprised when when you see how many of your prospects turn in to paying customers. Now get out there and change your game-plan! Enjoy!

This is a guest post from Brock Blohm.

52 thoughts on “The End Of The Sales Pitch”

  1. dadispen says:

    What you said is so true. I hate going to a store with a sales staff tailing me but I am also pissed when I want assistance and there is no sales guy around.

    1. Brock Blohm says:

      Frustrating – isn’t it? 🙂

      1. Hi Brock,

        You started your post by saying that we come across sales pitches everywhere. Radio newspapers etc. That’s a given.

        Then most of your post is about a car dealer show room.

        If somebody enters a car lot , unless they are having their car fixed, it’s pretty much clear that they are interested in buying a car.

        I’m not a car salesman but I have noticed that car dealers have several of them.

        They make a living by selling cars. One reason they approach people is to make sure that they won’t lose a potential customer to the next salesman.

        Another thing is that they may have come to the lot because of advertising in one of the media you mentioned. Unless they just drove by that advertising has obviously worked.

        So media sales pitches are OK? If not how will people know they can by from you or your business?

        It’s great if people who sell care about those they sell to. If they don’t it won’t work in the long run. At the same time though there needs to be some communication.

        Sales create jobs. Pushy sales people don’t win but approaching someone that walks into a store is not being pushy. It is common courtesy. It depends on how it’s done of course.

        Caring has to be genuine. There nothing worse than phony caring. It’s more repulsive than a naked pushy sales pitch.

        1. Erwin Miradi says:

          All he tried to say that the way people selling services and products are all the same. We’ve seen them everywhere so we tend to avoid them. It would be good if they use another approach to sell things.

        2. Brock Blohm says:

          Sure, sales pitches work. So do bilboards and advertising.

          The point I was trying to make, I guess, was that if you want to separate yourself from the rest of the croud – you must become a friend & not a salesman.

          For example – flyers. If there were 5 in a row all trying to sell you on their Ford dealership. 4 of them said ‘we have the best deals, we better service, etc…’ And the last one said gave info about what to look for when you were buying a new car – never pitching anything. Who do you think the majority of people would feel more comfortable working with? The last one.

          Sure, they will all convert. But the one that converts the most is the one that offers value. Simple as that. People love value from someone who cares.

          That’s all I’m saying.

      2. panax says:

        yes vey Frustrating

  2. Lucy says:

    Unfortunately pushy sales tactics work. There is a reason they are implemented. The lady going into the car lot will be ALOT more likely to reveal valuable information (that will help make a sale) if she is pushed.

    Human psychology shows that we are naturally prone to say YES and not rock the boat. That woman may feel better about shopping however her feelings arent what’s important to sales people, it’s the money.

    This is never going to change in a grand scale, however the people who practice good honorable sale practices (helps to have an amazing product) will have LOYAL customers. Depending on the business model, loyalty could make or break you.

    Lucy Castle

    1. Dealbulous says:

      you are right in some way. sometimes a honest and honorable salesperson may not be a successful one in the practical world. however, chances for long term sales will be higher if honesty is in.

      1. Brock Blohm says:

        I agree with both of you. To me, loyalty is everything. Word of mouth is quite powerful.

        Though pushy sales tactics work, I feel that in the long run, you can build a better word-of-mouth referral base that will get you further and, in the end, make you more profits.

        Definitely an interesting topic.

        1. Erwin Miradi says:

          Yeah I agree it’s definitely an interesting topic. After all, internet marketing is all about this.

  3. I totally agree with you. Great post by the way. What I’ve found to be the best method of “selling” is to explain and/or point out stuff that is missing and that they can improve. Then when they are hooked and convinced that what you told they is what is needed, you tell them you can do it (or provide it) for them, for a price of couse 🙂

    1. Brock Blohm says:

      “point out the stuff that is missing” – care to explain? I think I am missing something.
      Explain it a bit more – I think it could be helpful to the readers :).

  4. fazal mayar says:

    Good post, a great salespitch is one that focuses on quality rather then trying to only sell

    1. Brock Blohm says:

      You got it, Fazal!

  5. Dealbulous says:

    In some occasions, Example 2 can be bad because some customers will think that how come I have entered the lot for several minutes and no one actually attend to my needs. They feel that they have been neglected.

    I would say the real skills lies on observing the behaviors of the customers. If we see that she is turning her head around means likelihood she has some doubts and that’s when the salesman really need to quickly go up and attend to her needs.

    However, comparing Example 1 and 2, I would say 2 will be a better approach as it mentions that the salesman is willing to help then sell.

    Thanks for the nice tip.

    1. Brock Blohm says:

      “…observing the behaviors of the customers.”
      You got it! If you can get that down to a science, you are in business!

      I could only type so much here, I didn’t want to write a novel ;). I agree, #2 is the route we should go for best results.

      1. Erwin Miradi says:

        LOL yeah if you have to write down everything about sales pitch it’s gonna be a novel. I agree with the observing the behaviors of the customers.

  6. Pam Britton says:

    Yes, I agree, being “pitched”, whether directly or indirectly, is lifeless and dead. On the other hand, speaking to your customer wholeheartedly about something that truly excites you, is contagious, and has a much higher probability of achieving the desired target!

    Once again, I really appreciate your reminder, John!

    1. Brock Blohm says:

      I’m with you, Pam. Excitement sells! When you are truly passionate about your industry or niche, people recognize that – that excitement can transfer quite easily. Excitement sells 🙂

  7. Vivvy says:

    I agree. We need to connect with people at their pace. No one likes to feel pushed. People also know when we are being genuine and respond accordingly. Even if you cared for half an hour while the lady was deciding whether to buy or not, you cared!

    1. Brock Blohm says:

      “No one likes to feel pushed.” Exactly! Go at their pace. Even if you are frustrated, don’t show it. A great salesman will remain at their speed/level until a sale is made.

      Show that you care. They will notice. 🙂

  8. I to would agree, the sales pitch is dead in the water. I’m a firm believer that helping someone out is going to get you a lot further along than some sales pitch. Give unto others and you will receive. John gives us a wealth of information and in return he benefits.

    1. Brock Blohm says:

      You got it. Value, value, VALUE! 🙂 When you do nothing but give this, you will benefit in return. Well said.

  9. hi Brock,
    This sales technique was developed in the early 90s and we used with success in my clothes stores.

    1. Brock Blohm says:

      Key word: Success

      It works. It is a great method. Anybody who changes from the old-school method to this, is bound to see better results ;). Thanks for sharing.

  10. Yep, what you say hits the nail on the head. For me I get annoyed when the store employee follows you all over the place when I just want to be left alone to browse but on the other hand I get annoyed when I do look around for help and everyone has suddenly vanished from the face of the earth

    1. Brock Blohm says:

      haha, isn’t that the truth, Mike? That has happened way too many times! 🙂

  11. Bravo Brock, My wife and I were at the car dealership last week and of course by the the time we took two steps onto the lot to just browse we were hounded by a salesman. I need to feel relaxed before I make a purchase. Pressure does not make me want to buy anything, it makes me want to leave.

    Many people that have paid for something on my blog I have personally helped them in some way before they even purchased anything.

    1. Erwin Miradi says:

      Yeah they really need to learn how to help the customers, not pushin them to buy.

  12. Brock Blohm says:

    Exactly, Justin!
    Value, value, value. That’s all a person needs. Give them lots of it, and they are much, MUCH more likely to make a purchase through you. Well said.

  13. fas says:

    Apple does follow this and you will never have a salesman behind you.

    1. Brock Blohm says:

      Apple is one of the best companies that follow this model. They have build their entire company around it. They are impressive. The know how to market extremely well. Follow apple’s approach, and you are bound to succeed!

  14. Jolina Roxas says:

    Good post and i think honesty is the main key of any business, either thats sales man or any other.
    What Are the Best Things to Sell Online

  15. This post is so true, I’m always completely turned off from salespeople that immediately hunt you down and start trying to “help”. This includes everywhere from car lots, department stores, or even the internet with popups. I would add one other type of example to do this though. Example 3 could be the hybrid of example 1 and 2. This is when the sales person walks by and offers help but doesn’t quite leave. Yes, he or she leaves the close proximity but they kind of follow you around from a distance and constantly are trying to make eye contact. In this example I see it as attempting the successful example of 2 but not quite getting that it drives customers away.

    1. Brock Blohm says:

      Too funny, Yayson. This is so true. You described it well.
      There really is no black or white, completely right, or completely wrong way. It very well could be a combination of both. You are very right.

      Thanks for your input! 🙂

  16. I work in marketing field
    very useful information

    1. Brock Blohm says:

      Glad you enjoyed it. Hope it helps!

  17. Erwin Miradi says:

    Yeah. You remind me of Daniel Scocco of DailyBlogTips. I’m in his email list but most of the time Daniel only send a blogging tips via email, with no link whatsoever within. It’s just pure blogging tips. So the next time he sends me a sales letter, I pay real attention to it.

  18. Brock Blohm says:

    Interesting. Take a closer look. Pick it apart. See if he is offering pure value to you, and simply being a friend. Or if he is simply forcing you to buy something.

    1. Erwin Miradi says:

      My email address is in the email list of many internet marketers. But everyone else never bother to send me any email with any value within and they always end it with “I’ll show you how crazy the method here in this link..” Things like that, you know.

      Well, I don’t bother to read their emails anymore either. But the way Daniel approaches his readers is different. I learned a lot from him.

  19. Totally agree with every word. I hate when I came to any store in a mall and in a second I see a salesman near myself. The worth case scenario – aggressive marketing when the seller is too annoying.

    1. Brock Blohm says:

      I’ve seen this all too many times. Frustrating, isn’t it?

    2. Cheolsu says:

      I have experienced this so many times and often tell them that I am alright. I am just looking. Some of them even give me a rude look.

  20. Aaron Koo says:

    As the great sales coach, Howard Olsen would say… “Ditch the pitch”!

  21. Great advice, it has taken me a while to lose my old sales routine but this year has been a new start and I have already seen the results, firstly I am a much better person for it 🙂

    1. Brock Blohm says:

      Awesome, Matt! Glad to hear it! Keep it up!

  22. nice explanation. Stop Selling And Start Caring!
    now I understand why someone becomes successful in selling and someone just fails to improve the potential buyer.

    the story of lady is really good and convincing.

    1. Brock Blohm says:

      Thanks, Ritesh!

      It’s not a difficult change – but if you didn’t think of business this way – then you will never use it.

      Glad you learned something! Now start applying it! 🙂

  23. I have struggled this kind of issue once finally come to the better conclusion of my sales and feeling good now

    1. Brock Blohm says:

      Feels great, doesn’t it? Glad to hear it! Keep it up!

  24. I don’t think the sales pitch will ever die. In some cases it is necessary, and the reason why caring and giving in advance works, it’s because nobody used to do this.

    But when that way of doing things has taken its course, people will have to do something to differentiate themselves – and perhaps the sales pitch will make a comeback…

    Perhaps it will my friend

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