23 minutes | Jun 8, 2020

Episode #135 - Your Sales Pitch May Not Be Right. How (and Why) You Let Your Prospect Talk

In this episode of AMP Up Your Digital Marketing, Glenn Gaudet speaks with Greg Rosner, CEO and Founder of PitchKitchen, a company that helps to fix bad sales presentations and websites that do not make their product the hero. They discuss how to refine a sales pitch and place the prospect at the center of the discussion.  You’ll learn:   How to ask questions and create conversations that allow a prospect to own their decision rather than being told what their position should be.  How to present and position the before and the after to solidify the sale.  Why it’s important to audit your sales pitch. Not only can it help your salespeople learn what works and what doesn’t, but it can help marketing spot gaps in prospect perceptions.    Sales pitches - some area great, some are terrible, and you have likely had every conversation between both ends of the spectrum.  Greg Rosner, CEO and Founder of the PitchKitchen, says the mistake companies are having is that they’re focused too much on selling feature after feature and not practicing true empathy. “Too many salespeople love to talk and tell prospective customers what they should do,” he says. “But the best salespeople are the ones who ask the right questions, in the right way, at the right time, rather than spraying their messaging and hoping it sticks.”
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