Last night I took LP and Mark from Ambition out to dinner at my favorite restaurant in Cape Town… over the dinner we discussed the concept of “sticking to the pitch.”
We discussed several employees as well as previous employees that excel because they stick to the pitch.
I remember when I first started in sales … I was a young kid trying to sell insurance…I was terrible. Essentially, I was trying to charm my way to a sale….I failed miserably until someone hammered me into using a pitch. Reflecting back … I became a good sales man, but I was not great because I was not consistent…I did not stick to the pitch.
Same thing when I started at my previous company … I stumbled into deals in the beginning….but my success had absolutely nothing to do with ability — it was pure luck.
It was not until Paul Northover hammered me to “stick to the pitch” … when I became consistent and successful.
Last night at dinner LP and I discussed a previous staff that worked for naseba in Dubai … someone who was very successful salesman because as LP pointed out …. he always stuck to the pitch and did the sale exactly like he was trained, thus he succeeded.
On the otherhand … I have had hugely talented sales people that never stuck to the pitch so they never sold consistently, thus failed.
As I sit here … i can think of a few great sales men that failed at naseba because they were not consistent..they did not believe in the pitch.
“Stick to the pitch” is all about consistency….
Consistency is definately one of the secrets to success. If you do something over and over and over again, it becomes natural, thus fluid.
LP is the number one sales person at naseba … and without question he sticks to the pitch better than most.
LP and I have a good friend who does not work for naseba … who is hugely talented, but the guy never stuck to the pitch, thus he failed.
Even if you do not work for naseba … today, ensure you have a pitch …. and focus on sticking to that pitch.
I will further this blog entry later on this morning ….
« Cape Town | Home | stick to the pitch II »
Leave a Reply
You must be logged in to post a comment.
