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Pitch Perfect Sales

Perfect Pitch is the ability to manifest a perfectly in tune, tone pleasant to all who hear it.

A perfect pitch in business is also an artform, but it is rare.

What I see more often is deaf, blind sales pitching for promoting business deals.

Don’t get me wrong, I believe in interruption and disruption to build a sales pipeline. These are necessary skills for bringing awareness of our solutions and products. But, pitching too early in the game or not even waiting for the game to start is not a good practice.

What’s the point of throwing product or solution curve balls to people who very likely are not even in the game? This kind of sales pitching is the equivalent of trying to get a strike by throwing the ball at the bleachers! In other words, it’s effectively being ineffective by aiming and shooting at the wrong target.

I understand the challenges Sales Producers face. The idea of pitching to anyone and everyone in the hope that something will stick is a temptation.  In truth, this sales activity communicates self-serving motives. It lacks skill and finesse. More than demonstrating expertise it deteriorates power of influence.

There is a better way for Sales Professionals who want to promote themselves without being pitchy. I suggest priming the Sales Approach with the following 3 questions:

1.      Do you know who your product or solution has the most value for?

2.      Do you know where to find the prospects that your product has the most value for?

3.      Do the prospects that your product has the most value for know about you and the benefits of your solution?

If you don’t know the answers to these questions, you could be unconsciously pitching prospects instead of promoting solutions to the people you can really help.

Try using a sales approach that demonstrates your unique insight and understanding of the challenges of your prospect as well as some proofs that you can solve a known problem for the type of prospect you are targeting.

The best Sales Professionals research their prospects to determine if they are a fit before bombarding them with requests for a meeting. This honors the prospect with a more personalized human approach.

Craft a sales introduction being sure to include these points.

o  Why am I reaching out to this prospect specifically?

o  What do I know about this prospects business specifically that made me reach out?

o  What will this prospect gain from working with me that other prospects like him have gained?

o  What benefit and proofs will support my claims to this prospect?

Be sure to include an invitation or call to action for them to receive something of informational value that will bolster your brand and create some relationship equity. This will make it more likely for them to schedule an appointment now or in the future than a mass pitching palooza. Setting appointments that make sense for the prospect means a sale is more likely to be made which is really the point.

Cathleen Mancino is a former Tech CEO and Award-Winning Sales Professional. As an internationally certified, ICF ACC Peak Productivity Coach, Cathleen works with professionals to take action on their goals and implement winning game plans for Sales and Life. Cathleen is the founder of the Slingshot Method for achieving what was formerly known as impossible. Contact Cathleen at

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