The perfect telephone sales pitch and jazz have an awful lot in common.
In jazz the skilled performer will interpret a tune in very individual ways, never playing the same composition exactly the same way twice. Depending upon the performer’s mood and personal experience, interactions with fellow musicians, or even members of the audience, a jazz musician may alter melodies, harmonies or time signature at will.
So with a good telephone pitch, the first fifteen seconds needs to be scripted and delivered adroitly and skilfully. It must grab the attention and hopefully create a smile on the listener. NEVER ask someone how they are doing. ALWAYS tell them EXACTLY why you’re calling.
Example; “John, good to catch you, you’re a tricky man to pin down. This is a cold call, do you have thirty seconds after which, if you’re not interested, we can both get on with our day jobs?”
THE MELODY AND TUNE
Thereafter the ‘tune’ and ‘tone’ of the pitch will be improvised dependent upon the interaction with the person being pitched to. It must always follow the rules and must return to the refrain of the melody at the appropriate times and must never meander so far as to get lost. The perfect telephone sales pitch is never the SAME just as the prospects are never the same.
Many sales people think they can be both composer and musician. The truly skilled recognise that sometimes the melody needs to be composed by another, differently skilled, person. They understand the rules of the genre and can take the melody and deliver it, differently perfect, each time.
It is for this reason that Manifest doesn’t just employ great sales people but also great strategists. People who can take a clients proposition and develop it into a compelling and believable telephone sales pitch. One that will foster within the audience a desire to meet to find out more about how our clients can help them. THAT is the perfect telephone sales pitch!
Manifest can, of course, do this for you. But if you’d prefer to do it yourself then we’d strongly suggest you take a look at Benjamin Dennehy to give you some training.
HERE is an article on Spark and Torch, which further develops on the themes contained in this post.