Tips for Creating Your First Sales Pitch

Overview

A good sales pitch is when you demonstrate to the prospect that you have their interest in mind and the conversation is based on what you can do for them (ease their pain, make their life easier, or make them more money) and that will not happen unless you know a bit about your prospect and that will not happen unless you ask the right questions. The questions will change slightly from prospect to prospect, but not very much.

1. Questioning (Qualifying Questions)

A really good place to start is to compile a list of qualifying questions relevant to your services and the needs of the prospect as this will be the first step in generating interest in your service and it will ensure the conversation follows a step by step process toward a conclusion.

If you provide sales training, a good question would be “Do you have people in your business dedicated to sales”? followed by “are you happy with the sales results so far”?

You possibly can see where this conversation is going and as you are gathering the answers, note them on a pad as they will become the basis of your conclusion once you are satisfied the right questions have been asked and answers have been gathered.

Take your time in listing the questions you will ask your prospect and change them around until you are happy they will gather the facts you need to conclude your fact find with your prospect and the questions you ask are possibly the key to you generate interest in your services as the objective is to get the prospect to a point where they feel confident that you are the right fit for their business.

2. Carry out due diligence

In addition to having the questions (fact find prepared well) you should also ensure you know as much about the person you are meeting, the company they represent and the business they are in as well as possible and it will be fruitless for you if you pitch to someone you cannot connect with, because connecting with the decision maker is key.

In today’s world, it is not that difficult for you to gather facts about prospects as most decision makers have a presence on social networks, come up in Google searches or have websites. A good place to start would be LinkedIn as that is where big businesses have their decision makers profiles and it is there you will possibly make connections, your connections could be connected to the decision maker, what golf club are they in, who do they know etc.

What size is the company, what awards have they won, what chamber are they part of, what charities do they support, how many staff do they have and how many departments are in the company?

You are recommended to gather as much information as possible as it is possible on very little you will need on the day of your pitch, but you do not want to be put in a position where you have a great pitch and little or no background on the company and its people.

3. Make the right decision

What I mean by this is meet the person who can make a decision as it is all too often you get all of the groundwork done and then pitch to someone who says after your excellent presentation, we will get back to you when we get the OK from the decision maker… you are now at the mercy of their pitch to their boss, if they pitch on your behalf at all.

Out of your research, you should be able to detect who the decision maker is and do they fully understand the needs of their business as well as solutions to the problems of the company. If it is training provision you are pitching then it is recommended to pitch to the CEO or the person who understands the company needs such as Director of Training. This is possibly an area you will get wiser over time after some push backs because the CEO is the person hardest to get to, but do try as it is where the decision for spending money is at.

4. Put your best foot forward

You have set the scene and it is now the time to put your best foot forward. Know what you are selling and do not be a generalist as that will make the people hearing your pitch very uneasy as specialist shine brighter than a generalist. If you specialise in sales that is what you pitch and if something else pops up in the meeting such as customer service then you possibly could say yes as it is associated with sales, but if IT training is what they require then it is beyond your scope unless you can provide a specialist in that area.

I remember back some years ago I pitched to a company for sales and customer service training and did not do the research I need to do prior to meeting the prospect. On the day I pitched for what I specialised in and the prospect stated it was technical support training they needed, thank god for my sales wisdom as I knew a technical support training company I had met at a networking event and my answer to the prospects questions was “If I could get you a company that does that type of training would you do business with me then?”, The answer I got was yes and we closed the deal that day.

5. Dealing with objections

Every pitch you give will involve questions and it is important you have the correct answers to those questions when asked and the conversation will be based on building enthusiasm for your services and belief in your confidence to deliver to the needs of the prospects.

Conclusion

There is a saying that you only have one chance to make a first impression and that is as true today as it was back in the 80s when I started off in a sales career which lasted for four decades and today it is similar because you are still doing business face to face despite the fact business is slowly moving online.

Whether it is online or face to face the prospect comes first as it is their needs that need to be met through the service you provide. Know their possible pain points and create a sales pitch to ease that pain.

Charlie Mernagh

Sales Training Specialist

2upskill

http://www.2upskill.com

Elastomeric Fascia Board Paint Problems – Building Tips

I couldn’t believe it about 10 or 15 years ago they came out with another fabulous product that created problems for my home. Elastomeric paint is so good, that it can create problems because it seals what ever you paint with a rubber like coating. I wasn’t the only one to have problems with this product.

I built a two-story room addition onto our home and used this type of paint without any problems at all. I painted the fascia board before I installed it with a oil based alkaloid primer and then painted it with elastomeric paint. By painting the entire piece of wood, before installing it, I had sealed it correctly. This worked out in my favor and this is the only way that I installed new fascia board today.

It wasn’t until I painted the rest of the home with elastomeric paint that I started to have a problem. When I built the room addition, I installed the metal flashing and roofing materials properly, that wasn’t the case on the existing roof of our home, at the single-story level.

I didn’t realize it yet, but while I was painting the fascia board, the roof edge metal wasn’t installed properly in a couple of spots around the bottom of the roof. Which is where most of the water drains off of the roof, because the roof edge metal wasn’t installed properly and the top of the fascia board wasn’t painted at all. The top of the fascia board started to absorb water as it dripped off of the roof.

The elastomeric paint did an excellent job keeping the moisture inside of the wood, where some latex paints would have allowed the moisture to escape through it. Eventually the fascia board rotted away and needed to be replaced.

I never had any problems with the second-story fascia board that was installed and painted correctly. If you’re really looking for an excellent paint for your fascia board, you can use elastomeric paint if you want to. I doubt if I will ever use this type of paint again, because of the problems I had with it in the past.

I know some painting professionals who won’t use anything but elastomeric paint, but this stuff is truly too good of a painting product and I’ve seen other problems with it also. Most of the problems associated with this paint are due to incorrect application of the paint or poor construction methods from other contractors.

Elastomeric paint is truly a wonderful product, but it’s almost too good to use unless the home is built correctly in the paint is applied over the entire surface of the product with out leaving any small holes or cracks exposed.

10 Tips For Choosing The Perfect Garden Log Cabin

There is a new and excellent trend in garden design recently, and it is spreading like wildfire. People are choosing to build miniature log cabins in their gardens as a secondary dwelling. It is cute, functional, and a great addition that adds value to your home (and gives you a little escape in the middle of your yard).

If you have been considering building or transplanting a log cabin for the garden, here are ten tips for choosing the perfect one, and loving the results.

1 – Consider Its Purpose – Why do you want a log cabin in your garden? This question is more important than you might think, because it is what is going to give you the best ideas moving forward. For example, if you want something that is more like a gazebo only with more protection, you are going to create a more open looking cabin with, say, large bay windows and doors. But if you want something more like a Hobbit hole, you need to know it before you begin your designs.

2 – Go With a Guest Cabin – One of the greatest ways to design a more functional log cabin is to make it an actual residence. Guest cabins are a great idea because they establish a secondary dwelling for people to stay, and adds some serious value to your home. You may think that you need a lot of property for this, such as an expansive estate, or many acres of land. But that isn’t true; more people are building guest cabins in their gardens right next to their primary house.

3 – Diversify Your Surrounding Plants – This is more for the aesthetic of the cabin, and has more to do with the garden than the dwelling itself. Sometimes people won’t take into account the way the garden itself looks, and how it appeals to the design of the cabin. Or they fail to realize that the simple, rustic appearance of the dwelling will mean countering it with diverse plant life. Try and be more creative in your choices, or it will all look very bland. And on the other side of things, when you select your cabin design keep in mind how it will look in the garden itself.

4 – Look Into Eco Friendly Options – There has long since been an (incorrect) belief that log cabins are less environmentally friendly than other forms of housing. Once upon a time that might have been true, given the use of lumber and some of the chemicals used to treat it. That hasn’t been the case for decades. Responsibly harvested, or even recycled lumber is available. You can find many stains and sealants that are safe for the environment. It isn’t hard to remain eco-friendly when building your cabin, if you just shop around before making your final purchases.

5 – Treat It Like Your Home – Log cabins require maintenance, so you have to take that into account from the very beginning. That being said, if you treat it the way you would your primary home you will find it much easier to keep up with those required tasks as you go, before problems occur. Get it inspected once a year. Restain and reseal every few years. Treat it for pests. If it has its own electricity and plumbing, make sure they are properly tested regularly to avoid shorts or broken pipes.

6 – Be Careful Who Contracts – There are any contractors out there that can provide a log cabin building service, or who can transplant one already made – an easy option since garden cabins tend to be small and easy to transport and setup. But this is a major purchase, and it isn’t one you should rush into. The wrong contractor can turn the process into a logistics nightmare, not to mention a financial and even legal one. Do your due diligence when looking into providers, whether they are building, or have already built the structure. Find out what other customers have said, and look at their BBB rating and licensing/insurance info. Be wary of any red flags.

7 – Think In Terms Of Future Use – A friend of mine and her husband chose to build a log cabin in their garden. But when they did it they didn’t intend to use it for more than some occasional parties in summer. Instead, they were focused on what uses there might be in the future. They have a daughter who is currently 14. As she gets older she will want more privacy and independence. But there is value in staying home through college (like avoiding the costs of a dorm, or off-campus housing). They built their cabin so they could offer her a house to live in the future.

8 – Make It an Escape Nook – Another way you can look at your garden cabin is as a fun little escape nook. That will inform the dimensions of the cabin itself, as well as indoor features you might implement. Think of a cabin for instance that has a built in wall bookcase, and a reading bench by the window. Or a cabin with an entertainment center and bar. It is a home away from home, so design it that way.

9 – Bring the Garden Inside – One of my favorite examples I have seen of garden cabins was one that turned it into part-greenhouse. So it was able to maintain a garden all year long, even as everything died outside. In Winter you could wander into the cabin and see the flowers and plants, smell their sweetness, and get a little taste of Spring even in a blizzard.

10 – Consider Your Log Cabin For The Garden an Investment – Ultimately you are investing in a major renovation that is going to improve the value and function of your overall property. So when you are designing your cabin keep that in mind, especially when it comes to price. You could go the cheap route and have something you kind of like, or invest fully and have something perfect.

Tips for a Proper Home Inspection

Buying your own shelter is definitely an achievement in itself. But purchasing the right home is not at all easy. There are many things that should be taken into consideration. By hiring a home inspector a proper evaluation of a particular property can be done. This helps to recover any issues and indicate them before one can spend on the house or probably move into them. So, follow this article to find out some of the home inspection tips that can help you spend your money wisely.

Attend the Home Inspection

When a property is being inspected by a real estate agent you should surely attend the inspection. The inspection will take just a few hours. By doing that you would be able to get all the information correctly from the inspector. This will help you find all the issues personally and can save you from making a costly mistake.

No Follow-Up

If issues are found then the inspectors might suggest you some repairing. If you feel they are not much then you can find out the estimate that might be incurred. In some instances, the first home inspector whom you approach might want to take suggestions from another service provider. This can actually be good and help you get a proper third opinion. So, wait for the opinion so that you are ensured about your choice.

Do Not Rely Only On the Inspector

If you have a suspicion you can always go for a professional checkup. This will help you determine in a better way. Another thing that you should be going for is a termite inspection. This will find out if there are termites in the place. So, there will be chances that you will be staying protected from making costly repairs after buying a home.

Home Inspection For New Homes Too

We often think that a newly built home does not need inspection. But we are wrong. This step is very important and should not be avoided. This will indicate how the building has been built and if there are any imperfections.

Additional Tests for Older Homes

If you are buying an older home then you might have to check other things. The tests that should be done are running a camera through the drainage lines, a hydrostatic test in the drains might help to find out leakages in the drainage system. It is one of the important things to remember.