Talk less, to sell more.......

Your customer doesn't care what you know.

Happy Tuesday my sales family brethren!

Imagine you're at a farmer's market, surrounded by rows of vibrant stalls and the aroma of freshly baked goods wafting through the air. Suddenly, a vendor approaches you, eager to rant about the virtues of their homemade jam using complex agricultural terminology and intricate manufacturing processes…….. Now, unless you're a gourmet chef with a penchant for preserving, you're likely feeling a tad confused.

Why is this guy talking to me about a bunch of technical non-sense? I don’t care.

And yet, we all have fallen into this trap at some point in our sales careers. We believe that if we throw up all our knowledge on a customer, then it will show them that we are truly experts of our craft.

In reality, your customers don't want a technical dissertation; they want a simple understanding of what your product can do for them. They crave a sales pitch that makes it clear how you solve their problem and how you make it easy for them to fix it….. period.

In this newsletter, we're diving headfirst into the enchanting world of stripping down your pitch to its bare essentials, leaving your customers nodding with understanding and eager to sign on the dotted line.

Why Simplicity Reigns Supreme

Let's face it: most of us aren't tech gurus or industry insiders. We're regular folks with regular interests, like binge-watching cat videos or perfecting our avocado toast game. So, when it comes to making a purchase, we don't want a lecture on the intricate details of your product's inner workings. We want to know one thing: "What's in it for me?"

Think of it like ordering your favorite coffee. You don't care about the precise temperature at which the beans were roasted or the molecular composition of the foam on top. You just want it to taste good and give you the caffeine kick you need to conquer the day. Your customers are no different – they want to know how your product will make their lives better, simpler, or more enjoyable.

Crafting Your Story

Start by understanding your audience – their pain points, desires, and aspirations. What keeps them up at night? What are their wildest dreams? In other words, ask a lot of deep, pointed questions to get an understanding why they are talking to you. Then, craft your story around how your product steps in, solving their problems and fulfilling their wishes.

Let's say you're selling a revolutionary new vacuum cleaner. Instead of bombarding your customers with technical jargon about suction power and filtration systems, have a deep conversation about their desire to have a clean house. What would that mean to them? How would it make them feel? What positive impact would that have?……. and then lets them tell you they need a vacuum.

Keep it On Track

Ah, the dreaded rabbit hole – that perilous path where sales conversations go to die. One minute, you're discussing the benefits of your product; the next, you're knee-deep in a labyrinth of technical mumbo jumbo that leaves your customers bewildered and confused…. By the way, when a customer gets confused, do you know what they say? “I need to think about it”

However, You hold the power to keep the conversation on track.

If your customer has a question about a technical question, answer it in a simple way and get the conversation back on the root of the problem.

Just like a Doctor, You’re there to prescribe the medicine, not give a lecture about how the medicine is made.

The Power of Analogies

Ah, analogies – the unsung heroes of the sales world. Like tiny lifeboats navigating the stormy seas of complexity, analogies rescue your pitch from drowning in a sea of confusion.

Take, for example, the world of smartphones. Instead of rattling off a laundry list of specs and features, compare your product to something familiar, like a Swiss army knife. Just as a Swiss army knife is versatile and indispensable, your smartphone is the ultimate multi tool, seamlessly integrating into every aspect of your customer's life.

By using analogies you bring technical concepts into frames that your customer can understand. Practice this until you get your talk tracks down.

Simplifying your sales pitch isn't about dumbing things down; it's about speaking your customer's language and meeting them where they are. It's about crafting a narrative that resonates with their hopes, dreams, and desires.

So, fellow sales warriors, arm yourselves with the power of simplicity, wield your storytelling prowess like a seasoned bard, and watch as your customers flock to you like moths to a flame. Remember, the simpler the pitch, the sweeter the victory!

Until next time, happy selling!