B2C sales pitches often seem like a trick.
Take the case of holiday time-shares. Salespersons spend a lot of time interacting with prospects. They scribble on sheets trying to explain various "plans" offered. In the end, you have a lot of uttered promises, a bunch of scribbled notes and a pair of eager eyes peering at you for an answer, but no printed brochure that gives you the reassurance that what you've just heard is indeed the truth and not the taradiddles of an eager salesperson.
A printed brochure can do the pitch a whole lot of good. It increases believability considerably and consequently the chances of sale closure are enhanced (unless of course one's business model is based on trapping customers through false promises that obviously cannot be printed, which is exactly the impression you create when you pitch without a brochure). And by brochure, I mean a brochure, not photocopies or prints of certain documents.
Another trend I've noticed is the tendency to lead the prospect down a blind alley into a tight corner. The pitch includes questions designed to elicit specific answers that are going to make saying "No" to the offer later seem stupid. While this tactic may seem clever, it actually draws the battle lines between the salesperson and the prospect. The defence shields are upped, and the salesperson is no longer on the prospect's side.
If you are selling a time-share, leave behind a printed brochure that has all plans & entitlements listed (and not just breathtaking pictures of your resorts). If you are selling insurance, hand over the product brochure(s) to your audience. And please, give the prospect some time and space to breathe. The Give-me-your-answer-now approach works sometime when you are proposing marriage, but otherwise it's not a nice thing to say to a prospect.
Take the case of holiday time-shares. Salespersons spend a lot of time interacting with prospects. They scribble on sheets trying to explain various "plans" offered. In the end, you have a lot of uttered promises, a bunch of scribbled notes and a pair of eager eyes peering at you for an answer, but no printed brochure that gives you the reassurance that what you've just heard is indeed the truth and not the taradiddles of an eager salesperson.
Another trend I've noticed is the tendency to lead the prospect down a blind alley into a tight corner. The pitch includes questions designed to elicit specific answers that are going to make saying "No" to the offer later seem stupid. While this tactic may seem clever, it actually draws the battle lines between the salesperson and the prospect. The defence shields are upped, and the salesperson is no longer on the prospect's side.
If you are selling a time-share, leave behind a printed brochure that has all plans & entitlements listed (and not just breathtaking pictures of your resorts). If you are selling insurance, hand over the product brochure(s) to your audience. And please, give the prospect some time and space to breathe. The Give-me-your-answer-now approach works sometime when you are proposing marriage, but otherwise it's not a nice thing to say to a prospect.
