RAB Insights

RAB Research Archive

You're listening, but are you hearing your buyer?

You've put together a fantastic pitch and you feel as if you've covered every base, but even though you’re there to pitch your product and have put hours into the preparation – that doesn’t mean you know everything.

Check in with the buyer during your pitch. Take the time to listen to them and respond with deep, thoughtful follow-up questions. This is a critical step to really understanding their business needs and ultimately closing the deal. If you’re listening and asking the right questions, you can adjust your sales message if necessary, to one that sounds really attractive to the buyer.

If your pitch goes well and you have your ears open, it should feel less like a business presentation and more like a healthy conversation about their business needs.

Source: Sales consultant Stuart Leung