Sunday, October 18, 2009

The Desperate Sales Pitch

It's very common to be approached by a salesperson, but have you ever been approached by a desperate one? Perhaps it was a family member or friend who wanted you to buy something, not because you needed or wanted it, but because they needed your help.

Well, here's the problem with the desperate sales pitch. You may end up with a sale, but you've just lost a life-long customer. Anyone who buys something because of pressure, is likely not to want to buy from you ever again.

When selling products, the key is to find people who actually want and need them. If you can't find people like this, then you're selling the wrong product - period.

When pitching to someone, your pitch should be about how the product solves their problem. Pressuring family, friends, and others to buy into it because you need their help is unprofessional and will not help you in the long run. In fact, it will hurt you greatly.

I always tell fellow entrepreneurs to use the CarMax approach. CarMax, if you don't know, is the 2nd largest chain of used car dealerships in the country. They have an active policy to use "no haggling, no high pressure sales" tactics - the complete opposite of what nearly every other car dealership does. Not surprisingly, CarMax sells over 300,000 used cars a year.

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