Cool Pitch I found online and thought I would share here

by Goliathstwin 22 replies
I was watching a Youtube Video about Pitch Techniques and in the comments, Marco Zegarra, left this below, and it was good enough I wanted to share it with you. It was originally for car sales, but honestly it would work for any type of selling.

Sales Rep: "Hi, I'm (Your Name) What can I do for you?"
customer:"just looking"
Sales rep: "excellent! what are we looking for?"
customer: "no seriously, I'm not buying today"
Sales rep: "that's okay, most people don't, most people come here to get information first, and I promise that the whole time i'm with you I wont ask you to buy anything, fair enough? shakes hand

I know what you're thinking....

If you tell them you won't ask them to buy today, how will you close the deal?

well, lets say you find exactly what they want, it meets all their needs and is affordable....

I would word track and say

"now Mr. customer, I know I told you I wouldn't ask you to buy anything today... pause... but if we could work out the details to 100% your satisfaction, is there any reason you wouldnt?

then shuttup and listen...
#offline marketing #cool #found #online #pitch #share #thought
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  • Profile picture of the author Ged3
    Yes that could work.


    As you say, just wait for the prospect to answer after the question:


    " I know I told you I wouldn't ask you to buy anything today... pause... but if we could work out the details to 100% your satisfaction, is there any reason you wouldn't?"


    I like it


    Ged
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  • Profile picture of the author Steve B
    Originally Posted by Goliathstwin View Post

    I know I told you I wouldn't ask you to buy anything today... pause... but ...

    So you're going to go back on your promise of 1 minute ago ...

    You have just shown the customer he can't trust what you say.

    Steve
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    • Profile picture of the author Goliathstwin
      I think an easy fix to that would be to change

      Sales rep: "that's okay, most people don't, most people come here to get information first, and I promise that the whole time i'm with you I wont ask you to buy anything, fair enough? shakes hand

      to
      Sales rep: "that's okay, most people don't, most people come here to get information first. What can I answer for you?"

      Then you don't have to make any lie and can actually help them.
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    • Profile picture of the author ryanbiddulph
      Yes Steve; this is not a good look.

      Clarity, guys and dolls.
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  • Profile picture of the author Rory Singh
    If you honestly have a genuine interest in 'helping' your customers, aren't attached with making each and every sale, your sales on or off line will naturally increase.

    People love to buy but buy into you (service) first.
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    • Profile picture of the author Alex Cohen
      Originally Posted by Rory Singh View Post


      People love to buy but buy into you (service) first.
      Over the years, I've bought at least 20 vehicles, and I can only think of 2 times I actually liked the sales person.

      (Both turned out to be bald-faced, bare-assed liars, BTW)

      A car sales person's primary goal is to sell you a car. It's a simple fact that cannot be masked. To me, it makes no difference what they do or don't say.

      Alex
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      • Profile picture of the author Claude Whitacre
        Originally Posted by Alex Cohen View Post

        Over the years, I've bought at least 20 vehicles, and I can only think of 2 times I actually liked the sales person.

        (Both turned out to be bald-faced, bare-assed liars, BTW)

        A car sales person's primary goal is to sell you a car. It's a simple fact that cannot be masked. To me, it makes no difference what they do or don't say.

        Alex
        I've taught sales technique to reps in lots of different industries. But the automotive industry is stuck in the 1950s as far as how they sell cars. I can only remember buying two cars where the rep was talented at all.

        The last time I bought a car (with my wife), we were about to sign the agreement and I said "Wait. It would make me feel a whole lot better if you took a few hundred dollars off, just so I can feel like I bargained with you"

        A perfectly acceptable counter would have been "No".

        But no....the idiot had to say "We are losing money on this deal as it is"

        And I (Claude the Merciless)said "You mean that you personally are losing money by selling us this car?"

        And he said "Yes, I'm losing money selling you this car at this price"

        And then I said "Well, I certainly don't want you to lose money. That isn't fair. We'll just buy somewhere else where they actually pay their salespeople a commission"

        But alas, my wife insisted that we buy the car, and it really was a good deal.

        But how car salespeople can actually make a living with the sloppy methods they use is beyond me.
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        • Profile picture of the author helisell
          Originally Posted by Claude Whitacre View Post

          ............

          But how car salespeople can actually make a living with the sloppy methods they use is beyond me.
          Don't worry Claude I can answer that for you......they don't (make a living that is)

          The average income for car sales people is so pathetically low because....

          The average car sales person speaks to around 5 people a day....face to face and on the phone.

          So let's do some sums

          5 x 300 days worked a year = 1500 O.T.D.B. (Opportunities to do business)

          The average car sales person sells around 120 cars a year [I'm being generous here]

          So 120 divided by 1500 = 8% conversion.

          So therefore the average car sales person FAILS TO SELL A CAR 92% of the time

          This is from INBOUND ENQUIRIES...either on the forecourt or on the phone!

          How would you be doing financially Claude if you FAILED this often.

          These are actual industry figures by the way.

          I call them D.P.O's not sales people

          Deal Prevention Officers.
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          • Profile picture of the author Claude Whitacre
            Originally Posted by helisell View Post

            Don't worry Claude I can answer that for you......they don't (make a living that is)

            The average income for car sales people is so pathetically low because....

            The average car sales person speaks to around 5 people a day....face to face and on the phone.

            So let's do some sums

            5 x 300 days worked a year = 1500 O.T.D.B. (Opportunities to do business)

            The average car sales person sells around 120 cars a year [I'm being generous here]

            So 120 divided by 1500 = 8% conversion.

            So therefore the average car sales person FAILS TO SELL A CAR 92% of the time

            This is from INBOUND ENQUIRIES...either on the forecourt or on the phone!

            How would you be doing financially Claude if you FAILED this often.

            These are actual industry figures by the way.

            I call them D.P.O's not sales people

            Deal Prevention Officers.
            And the dealers pay a huge amount in advertising to bring people in. Wasted on these untrained people.

            By the way, if I get a call about a vacuum cleaner, about 40% of them come in and buy. If they are walk ins...looking at vacuum cleaners, it's close to 80% that buy.

            But I used to sell high end vacuums to people in their home that had vowed...vowed that they wouldn't buy anything from me before I talked to them.

            Once I opened my store, selling a vacuum cleaner to someone who came in with an actual interest in buying....took so little effort by comparison.

            I think I was one of the only distributors that would let commissioned salespeople go if they only closed one in ten. It was just too expensive to keep them, and it was demoralizing to the other reps.

            Joe Girard was so busy selling cars that he had a waiting room. He sold so many cars that people would travel just to buy from him, because he became a celebrity. He wrote a book (several in fact) that outlined everything he did to sell a thousand cars a year.

            And there are other high end car salespeople that have written books about how they did it..........

            But how many car salespeople do anything these legends teach?

            Come to think of it, how many vacuum cleaner salespeople do any of the things I teach? A handful.
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  • Profile picture of the author Kay King
    " Now had you come into here today or should you come back later and had this same amount of detail & myself or another of our sales team met with you and told you that they would fight with as many lenders as they could to meet all of your criteria on price points , would you have been more comfortable with allowing one of our professional staff to have placed you in the car of your dreams? I'm sure you remember that feeling you got as a kid when getting something new for christmas that you could not wait to show off to your friends, lol. I'm sure that feeling would return as you pulled up to your house and beeped the horn for family to look out the window or door and the looks on their faces seeing you shining in your new toy, ha ha. I want you to know leaving today that should you turn around in the parking lot and walk back in or come tomorrow or any time, that I am one of the best at doing just that s
    You think a customer came in to hear you talk? Have you ever sold any high ticket items? Don't treat customers like idiots. "new toy, ha ha"...."I am one of the best at"....I can't even go there...

    fight with as many lenders
    You just told the customer you think he'll have a problem getting a loan - it's negative and assumes info you don't have about the customer's finances.


    If a customer wants to be left alone - leave him alone. Be available but don't be a pest. This works online or offline. When he's talking don't be thinking up what you'll say next - it shows on your face when you do that and is a total turnoff for customers. Create an atmosphere where customers are comfortable coming to you to ask questions. If you are constantly trying to hard sell and pressure them - they may well go the other direction.

    When the customer is talking - you are in control. When you are blathering on - you aren't. Sales 101.


    Sorry to sound rude - but this is an example of people trying to find the "right things to say" - when the best thing to do could be to listen to the customer, keep a respectful distance and stop talking....
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  • Profile picture of the author Claude Whitacre
    Originally Posted by Goliathstwin View Post

    I was watching a Youtube Video about Pitch Techniques and in the comments, Marco Zegarra, left this below, and it was good enough I wanted to share it with you. It was originally for car sales, but honestly it would work for any type of selling.

    Sales Rep: "Hi, I'm (Your Name) What can I do for you?"
    customer:"just looking" .
    Wow...just...Wow

    Every salesperson in a place of business asks "What can I do for you?" or "How can I help you?"

    And that is the first half of the dance of..."I'm just looking (go away)"
    Now you are immediately in the position of having to reverse the prospect's momentum after they said "I'm just looking".

    Even if people are coming in to buy something, and you say "What can I do for you?' It triggers the response "I'm just looking", and now you are in a metal tug of war. You have...as your very first step...set up the conversation as a contest of wills.

    I know I'm being harsh. But I want you to pay attention...
    Never say anything that triggers " I'm just looking". Once they say that, they will want to stay consistent...which means the first thing you have to do is overcome an objection. Bad.

    In my store, I let the customer walk in and start looking at something. This may take ten seconds or maybe a minute.

    And I say "I'm here to serve".

    I promise you, it's almost impossible to say "We're just looking".
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    • Profile picture of the author ryanbiddulph
      This is using power, versus force, Claude. I like it Because you allow the human being walking into the store to do things on their terms, which is disarming, and empowering to them. Most sales folks are so afraid of losing a sale that they ambush people. Even if they try to sound like they are helping, the energy screams "ambush" and "aggression".
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      • Profile picture of the author eccj
        Originally Posted by ryanbiddulph View Post

        This is using power, versus force, Claude. I like it Because you allow the human being walking into the store to do things on their terms, which is disarming, and empowering to them. Most sales folks are so afraid of losing a sale that they ambush people. Even if they try to sound like they are helping, the energy screams "ambush" and "aggression".
        The problem that car salesmen have in this regard is the car dealership. Most every dealership has a walk up system where "whoever gets to them fist gets the 'up."

        If you don't run out there you aren't going to get sales.

        CarMax has it so it is based on rotation. A much better system.
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    • Profile picture of the author animal44
      Originally Posted by Claude Whitacre View Post

      And I say "I'm here to serve".
      Coffee, white, no sugar...
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  • Profile picture of the author ryanbiddulph
    I have done OK for myself by being honest, authentic, genuine, seeing human beings instead of prospects, treating them like friends versus prospects, not manipulating them, not pitching them, but helping them.

    This approach may net some sales but when you go back on your head a red flag pops up in my mind. I see and feel your fear, versus your clarity, and head for the hills Because fear is repelling. Clarity and authenticity? Goodness that reels me in, every time.

    I'd stop pitching prospects. I'd start helping humans in an authentic way. More fun, and more money in that approach and beyond that, you'll have so few unhappy or disgruntled customers too.
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  • Profile picture of the author JasonTheFreeman
    This thread is very helpful.

    It seems that being more human and empathetic towards your customers work. Whether or not it is genuine or carefully crafted to mask your intention. Appearing less needy and being more helpful really works.
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  • Profile picture of the author helisell
    Originally Posted by Goliathstwin View Post

    I was watching a Youtube Video about Pitch Techniques and in the comments, Marco Zegarra, left this below, and it was good enough I wanted to share it with you. It was originally for car sales, but honestly it would work for any type of selling.

    Sales Rep: "Hi, I'm (Your Name) What can I do for you?"
    customer:"just looking"
    Sales rep: "excellent! what are we looking for?"
    customer: "no seriously, I'm not buying today"
    Sales rep: "that's okay, most people don't, most people come here to get information first, and I promise that the whole time i'm with you I wont ask you to buy anything, fair enough? shakes hand

    I know what you're thinking....

    If you tell them you won't ask them to buy today, how will you close the deal?

    well, lets say you find exactly what they want, it meets all their needs and is affordable....

    I would word track and say

    "now Mr. customer, I know I told you I wouldn't ask you to buy anything today... pause... but if we could work out the details to 100% your satisfaction, is there any reason you wouldnt?

    then shuttup and listen...
    THIS IS NOT A COOL PITCH IT IS LAUGHABLY BAD.

    It is awful for many reasons, most of which have been highlighted by Claude et al.

    Car buyers have a standard ritual [trust me I know what I'm talking about ] and using this tactic simply lays the groundwork for their ritual which is usually 'just looking' or 'We're not here to buy' or some other such nonsense.

    As with many other approaches both online and face to face....you need to start immediately with a good 'Pattern Interrupt'

    This should allow YOU the seller to control what happens next, and ensures that the standard ritual doesn't even begin to happen.

    I've seen thousands of Dealer Log Sheets completed by the sales people....the comments are mostly

    'Time waster' 'Tyre kicker' 'Not buying today' 'Just looking' etc etc etc

    Whod've thunk that so many people waste their precious time wandering around car dealerships just to 'waste time, or kick some tires?'

    That stuff only happens to mediocre sales people who don't know how to start an interaction and just blurt out 'Hi, how can I help you'

    Claude's method is a good example of a pattern interrupt. There are many others you can use depending on the situation or what product you are selling.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by Goliathstwin View Post

    Sales rep: "that's okay, most people don't, most people come here to get information first, and I promise that the whole time i'm with you I wont ask you to buy anything, fair enough? shakes hand .
    I had to leave my office yesterday, so I couldn't complete my answer. So here goes...

    "I promise that the whole time i'm with you I wont ask you to buy anything, fair enough?" Why in the world are you promising something that you aren't going to deliver? "I won't ask you to buy"? If someone said that to me, I might say "Then why are you here?" Why bring it up at all?

    If he says "I'm not going to buy today". You can just say "That's OK" and move on. In my 40 years of in home selling, maybe half the time, at the beginning of my presentation the guy would say "I just want you to know that we aren't buying anything from you". I just said "That's OK" and continued like they didn't say it. Why? Because it was just a reflex on their part. Sure, they meant it at the time, but a lot happens in a presentation. They just aren't the same people by the time you're ready to close.

    You are setting yourself up for a confrontation by saying you won't ask them to buy anything. Not a real deal killer, but not helpful.

    Now, here is where you killed the deal....
    Originally Posted by Goliathstwin View Post


    "now Mr. customer, I know I told you I wouldn't ask you to buy anything today... pause... but if we could work out the details to 100% your satisfaction, is there any reason you wouldnt?

    then shuttup and listen...
    Why the heck did you remind them that you told them you wouldn't ask them to buy?
    It's bad that you said it in the first place...but remind them ?

    Just don't say anything about "I won't ask you to buy" at all.

    I know these things you wrote sound clever....and you think they would work. Just use them a few times and see what happens. I promise you, you are shooting yourself in the foot.

    I've seen more salespeople talk prospects out of buying, with this kind of thinking...I grit my teeth when I remember the sales I've watched die...because the salesman killed it.
    Sorry, I know that isn't what you wanted to hear.


    Originally Posted by helisell View Post

    Claude's method is a good example of a pattern interrupt. There are many others you can use depending on the situation or what product you are selling.
    Precisely right. It forces them to engage their brain and break out of their instinctual pattern

    And when I'm saying "I'm here to serve", I say it slightly louder than normal and I smile. It always gets a little laugh, but it breaks their standard train of thought..
    Almost always, after I say it, they say "Um...I'm looking for a..."
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  • Profile picture of the author taylorwilson
    Awesome i like it
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  • Profile picture of the author DABK
    The premise is all wrong. When was the last time you walked into a shoe store because you thought it was the beach, your daughter's school, your church?

    If I (or you, or anyone else) walks into a shoe store it's only for a very few reasons:
    want to buy shoes
    thinking about buying shoes
    are comparing prices.

    2 and 3 are a subset of 1. Therefore, barring people with bathroom emergencies and friends of the owner or the clerk, everyone walking into the store wants to buy shoes.

    That's the starting point.

    They have their own movie about how they buy shoes in their running in their head (and it might have a script that calls for them to leave your store and walk into 5 others before they decide on something).

    They are there to buy shoes, your job is to help them buy shoes they're happy with. You do that by getting them to ignore the reflex-movie they're running through their head... Pattern interrupts do it. Some are better than others.

    The one Claude mentioned is great. But even if said something as silly as The blue elephant has landed... you stopped it. (Yup pivoting from there to a position of power is harder than with Claude's but it can be done... You might even have fun, the customer too.)

    Sticking with shoes, I had a lady at a shoe store saying: I see you're looking at (and she named the brand of the last pair of shoes I glanced at). We don't have them in 9 and 10's right now (good guess at my shoe size). If you are interested in anything else in that size and you don't see it on the shelves, I can get them for you. (Then she walked away.)

    I bought from her. I bought then... though, really, I had meant just to look, see what's new, with the idea that in a month or two, I'd buy.

    People like to feel they are in control, they like to feel they are being helped and respected, they don't like being pushed to do something, even if it is something they were planning on doing.

    Once you get them to pay attention, Let them feel they're in control, help them, don't push them. And make it easy to buy from you. (Notice, I did not say, Let them be in control: you do want them to focus and buy if it's a good idea for them to buy, you just don't want them to feel they are being pushed, manipulated.)
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  • Profile picture of the author JohnMcCabe
    I think a lot of dealers don't waste a whole lot of time or money with training. They take a new guy, give him an inventory sheet and one script to get people to the finance guy or "manager" and turn them loose.

    One example that comes to mind is a time we were looking for a new car for my wife. We went into a particular dealer (against my better judgment), and a kid comes up and asks that question - 'can I help you?'

    I say, "yes, we're looking to buy a car for my wife."

    Now anyone with more than two working brain cells perks up and starts asking about what we're looking for, etc.

    This kid comes up with "what monthly payment are you looking for?"

    Me: I'm not looking for a monthly payment, I'm looking for a car. (I start describing what we're looking for).

    Kid: That's all fine, but what monthly payment are you looking to stay under?

    (After a few more rounds)

    Me: Come on, honey, let's go. We came in to buy a car and this guy wants to sell payments.

    (We get up and leave)

    Overheard as we reach the trailer door: What an asshole...

    The dealer in question was one step up from those depressing little buy-here-pay-here lots, with a reputation to match.

    As for the OP's 'I know i promised' line, it reminds me of those MLMers who never get beyond the "if I could show you a way to [whatever they think is important], would you be interested in seeing how?" My stock answer was "nope" and walking away.

    So far in my life, there's only been one car salesman that I've bought more than one vehicle from, and he sold me three. He took the time to listen to what I wanted to accomplish, and we usually ended up talking baseball or fishing. Would have bought a fourth car from him, but he ended up moving out of state.
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  • Profile picture of the author chetanlegend
    Wow, this is the great collections to pitches, I have gone for 2 and really impressed.
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