Eavesdropping on an Offline Consulting Sales Pitch

So, I'm here at my local Starbucks enjoying a Chai Tea doing some paperwork. At the table next to me is a guy pitching offline consulting to a prospect. I have never seen this guy here before and I'm a regular here (I live across the street).

First, the consultant was using too much internet marketing jargon. The prospect ( I believe he owns an UPS Store) kept interrupting with, "What does that mean?" and "How does that help me?" The owner does have some knowledge of stuff like Google Places and vertical directories. He's no dummy, but it was painful to hear, so I turned up the volume on my mp3.

After about 45 minutes, I started to listen in again. Apparently, their parents are from the same small town. They made a connection and I think the owner really understood the importance of internet marketing. The owner gave a buying signal (How much to get started?), but the consultant started rambling about Twitter and Facebook.

Another buying signal. More rambling. Yikes! I turned the volume up again. Later, I look up the prospect has his checkbook and is writing a check! Amazing!

The lessons in all this:

--Don't speak in internet marketing jargon. Don't talk details. Focus on how what you offer can put money into the owner's bank account.

--The prospect should do most of the talking. You should do more listening. Real listening. Not thinking about what you are going to say next.

--If the prospect says, "How much to get started?" go for the close. Quote your rate and shut up.

--Even if your sh*t is raggedy, you can still make a sale.

--Depending on where you live, what you wear may not matter. This consultant had on a plaid shirt, old jeans and sneakers with white socks

--Just do it!

Honestly, until you work in sales it is hard to know how to act in certain situations. I work for a large tech company as a rep. I almost never use scripted dialogue, people don't want to hear that nonsense. They want to hear what they want to hear. People want to think stuff is easy, that they just need to have what your selling and everything will be great.

Also, definitely sounds like the guy you overheard did not know how to close. Got very lucky in my opinion.

You definitely do not want to be like him in person to person sale...

You want to figure out what the person needs, and provide a solution for them. You want to learn about the person's problems, and show how your marketing skills will help them out. Deliver what they want, and give them what they want. You want to show that you sincerely want to help their company grow and understand their goals.

Once you learn to do this, making sales is extremely easy....

Honestly, until you work in sales it is hard to know how to act in certain situations. I work for a large tech company as a rep. I almost never use scripted dialogue, people don't want to hear that nonsense. They want to hear what they want to hear. People want to think stuff is easy, that they just need to have what your selling and everything will be great.

Also, definitely sounds like the guy you overheard did not know how to close. Got very lucky in my opinion.

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Sales is definitely learned while doing. The main reason why it was so painful to hear was because I flashed back to my first sales presentation. I was so nervous and anxious and I talked too much! I got better as I did more presentations.

I did close that first sale because the info packet I sent before our meeting was great. I highlighted several parts that were pertinet to the prospect and had sticky notes with info tailored to him. Fortunately, he was sold before our meeting. I think it was the same for this guy. That and they had a connection.

Ultimately, I was trying to say is to get out and do it even if you're not sure how to sell. You'll get better with experience and may close some deals along the way.

You definitely do not want to be like him in person to person sale...

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You gotta start somewhere.

Listening boys, same as relationships, is the key. They will tell you exactly what you need to say and do to make them happy if you open your ears.