Avoid Sales Fatigue

Avoid Sales Fatigue


How to get your message across

Sales people can get burnt out from telling the same story to so many prospects. To avoid pitch fatigue, create several short pitches that you can deliver on demand. A 15-second pitch will be a three-sentence overview.

In 60 seconds, tell prospects what you do, why, how, and why they should care. A five-minute pitch will take them deeper into what you can do for them. In 15 minutes, you can deliver a full, high-level pitch. In 30 minutes, you can deliver a detailed presentation.

Related: How Your Attitude Can Win You Sales

Keeping the message clear

Chris Anderson, curator of TED, has made some excellent suggestions about how to give a presentation that displays intensity, emotion, optimism, and the belief that your product or solution is perfect for the prospect’s needs:

  • Avoid jargon and keep things conversational
  • Don’t cover too much ground
  • Let the audience draw their own conclusions
  • Memorise your talk well enough that you can be spontaneous
  • When rehearsing, listen to feedback from those with experience
  • Keep eye contact with a few people in your audience
  • Use slides only if you make a point that needs visual back-up
  • When using video; keep it short, and think twice before including a sound track
  • Be yourself.

How often do you re-look at your sales presentations? Tell us in the comments section below…

Monique Verduyn
Monique Verduyn is a freelance writer. She has more than 12 years’ experience in writing for the corporate, SME, IT and entertainment sectors, and has interviewed many of South Africa’s most prominent business leaders and thinkers. Find her on Google+.