Getting Your Sales Pitch Down: Groucho Knew

“The secret of success is sincerity. Once you can fake that, you’ve got it made.”
– Attributed to Groucho Marx

There is nothing quite as satisfying for a sales guy as catching a prospect’s attention and engaging him with a succinct, focused sales pitch.  Well, closing a deal may be more satisfying, but you’ve got to make the pitch before you can close.

Get Your Pitch Down

Your sales team needs to have their sales pitch down – by email, voicemail and in brief conversations with prospects – so well that they can recite it without thinking.   First, they must internalize your message, practicing it over and over again until they remove all filler words, hesitations and technobabble.  They must weave your value proposition seamlessly into their communications with prospects.

Sincerity

Then – and this is the harder part -, they must sound sincere, in the same way that a good stand up comic, who has practiced his routine 1,000s of times, delivers it as if it is fresh and brand new.

The best way for your sales team to get to this state is practice.  Lots and lots of practice.  I like to run role playing drills and have the each sales person listen to recordings of how they sound so that they can get their message down.  It is only when their sales pitch has been worked and honed and is completely internalized can they begin to relax and let sincerity seep in.

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