The pitch instructor challenges his class, “Sell me this RFID blocking wallet.”
You then pull out your modified RFID scanner and wave it next to the instructor’s wallet.
“Look here, does this credit card number match the one on your card?”
“Wow sold, my friends that is how you make a sale!” Proclaimed the instructor.
Pitch Perfect by Bill McGowan is a solid introduction to sales. The length of the book makes it useful for anyone since everyone is in sales. Regardless of if it is a job interview, your next date, or convincing someone to agree with you. On the other hand, the book could have gotten into a whole lot more detail. Here are the four main points:
- Voice Tones Matters. One cannot sound desperate or needy with prospects. Sound like if you already knew the person.
- Pretend that you are talking to a child. To me, this depends on one’s analysis of the prospects intelligence. If you treat a pseudo-intelligent person like a child you will end up pissing them off.
- Tell a story. Yes, yes, yes, storytelling is an invaluable art. A perfect example would be Harry’s razors. Create relatable settings with a problem and a solution.
- Long enough to cover the subject but short enough to create interest. Educate the prospect to make them feel conformable with the purchase but leave a what if hook at the end.