Reboot Ride-Along #9: Stop Overpitching
In the last Reboot Ride-Along, I challenged you to restructure your sales presentations. Remember the simple approach? If not, you really should re-watch the last Ride-Along.
This week we're tackling one of our biggest media sales issues: overpitching. What's an overpitch and what can you do to avoid doing it?
The most successful media sales professionals force their prospect's brains to work. That's how we maintain their attention for a twenty-minute sales pitch. Instead of spoonfeeding them charts and stats you must build some suspense. Let your target's mind imagine what your solution looks like and force them to figure out how they fit in. This suspense keeps them engaged in your sales pitch.
However, the moment you paint the full picture of the solutions and services you're presenting you've killed the ability for your target to imagine. They know if they fit into your solution or not. You've lost the sale. You've overpitched.
An overpitch is the instant in a sales presentation where your prospect no longer has to imagine the solution you're presenting. Overpitching is the single largest deal-killer, and it's so easy to fix.
If you're ready to Reboot your sales pitch, I want you to try this week's Ride-Along.
Are you willing to stop overpitching?
See you in two weeks!
To your media sales success,
- Andrew Davis