Pitching For Profit How to sell anything to anyone

Sales trainers and managers will often tell you how important it is to “establish the customer’s needs”. While this is true, I like to go a step further and look at what the consequences of not fixing those needs are.

So, at some point in the structure of your sales pitch, once you have two or three specific needs that your product can solve, ask the prospect:

“What will happen if you don’t act on this and resolve this issues right now?”

In a lot of cases, you’ll find your customer hasn’t even thought about this. And, it’ll make it a lot easier for you to make the sale if you can get him thinking about the downsides of not buying from you.