In the world of sales, it’s crucial to strike the right balance between promoting your product and connecting with your audience. Anyone who has ever worked in sales knows that it’s not always easy to do this.
Even when you love and believe in the product you’re selling, there can always be moments when you lose the attention of the prospect. It doesn’t seem to matter what you’re saying, they have switched off and there doesn’t seem to be a way of breaking through the wall of disassociation that has been created between you and them.
More often than not, the reason the lead has stopped being interested in what you have to say is that you might have come across as too ‘salesy.’ When you appear to be ‘too salesy,’ you risk alienating potential customers and losing valuable opportunities.
But what exactly does ‘too salesy’ mean? Why is it bad? What can you do to avoid this? Read on to find out everything you need to know about how to not sound ‘too salesy’ in sales.
- Don’t Read a Script
- Understand Your Product or Service Well
- Always Be Genuine
- Remain Honest (including areas of improvement)
- Get to the Point
- Leverage Storytelling
- Don’t Pressure Prospects
- Remain Positive
- Be Personable
- Stay Calm
- Make it a Conversation, Not a Lecture
- End on a High Note
- Build a Relationship
What Does ‘Too Salesy’ Mean?
The phrase ‘too salesy’ refers to an overly aggressive or pushy approach when selling a product or service. It typically involves emphasizing the benefits of the product over any potential drawbacks, bombarding customers with calls and emails, and pressuring them into making an immediate purchase.
This behavior is often motivated by a desire to make a sale as quickly as possible rather than engaging in meaningful dialogue with the customer.
Why is it Counterproductive to Sound Too Salesy?
When you come across as too salesy, your customer may be turned off and perceive your sales tactics as aggressive which will likely make them feel like they are being talked down to.
Rather than feeling compelled to make a purchase, they will be more likely to feel frustrated and disinterested.
It is also important to note that selling should never be about one-off sales. It is all about building relationships with customers. When you come across as too salesy, prospects won’t feel a connection or trust you.
You may have made the sale this time, but it’s unlikely they will ever become repeat customers if you don’t take the time to build long-term relationships with them.
What Does Salesy Sound Like?
In general, when someone comes across as too salesy, they often sound overly enthusiastic and overly confident in their product or service. They might use persuasive language like ‘you need’ or ‘you must,’ rather than making more conversational statements.
They also tend to focus on the features and benefits of the product or service they are selling without acknowledging any potential drawbacks.
Salespeople can also come across as too salesy when they consistently use complicated industry jargon, long-winded pitches or empty buzz words. This type of language can be difficult for customers to follow and often makes them feel alienated.
13 Top Tips to Not Sound Salesy
Now that you know what ‘too salesy’ sounds like, it’s time to learn how to avoid sounding this way. Below are some tips on how to make your sales pitch more conversational and engaging without being overbearing.
1. Don’t Read a Script
When selling a product or service, it can be tempting to have a script memorized and read it from start to finish. However, this approach typically makes prospects feel like they are being talked down to. Instead of relying on a script, focus on having an engaging conversation with your customer and listen attentively to what they have to say.
Instead of using a script, have the main points of your sales pitch handy so you can refer to them if needed, but in an organic way.
2. Understand Your Product or Service Well
The more you understand your product or service, the better you will be able to explain it to customers. Spend time learning about the features and benefits of what you are selling in order to accurately answer any questions your customer may have.
This will also help you articulate why your product or service is the right choice for them without sounding pushy.
3. Always Be Genuine
When making a sales pitch, it is important to be genuine and honest with your customer. Make sure to speak from the heart and be authentic when engaging in conversation. People can tell the difference between real conversations and rehearsed ones, so make sure you always come across as genuine and not too salesy.
Try to avoid puffing products or services up. Simply speak about the actual value and the true key factors that would make your product interesting to the lead.
This creates a more organic and natural conversation, allowing customers to feel comfortable in the sales process.
4. Remain Honest (including areas of improvement)
It is important to remember that no product or service is perfect. When talking to customers, always remain honest and transparent about any areas of improvement your product or service may have.
It will help you build trust with prospects and show them that you are not trying to push something on them for the sole purpose of making a sale.
5. Get to the Point
Don’t be afraid to make your sales pitch brief and to the point. Try not to ramble or use a lot of industry jargon that customers may not understand. Instead, keep it focused, concise, and on-topic.
Prospects are more receptive when a salesperson shows them that they understand their time is precious.
Most people also don’t have a lot of time outside of their work day so to get their attention, you need to know how to deliver your sales pitch in a clear and concise way that won’t leave them feeling like they have wasted their time.
The last thing you want when developing a relationship with a lead is for them to see your number come up on their phone and think, ‘Not now, I don’t have an hour spare.’
6. Leverage Storytelling
Storytelling is an effective way to draw customers in and help them understand the value of what you’re offering. If you can weave a story around your product or service, it will be more memorable than simply listing its features.
Try to focus on customer success stories and how your product or service solved a particular problem for them. This will help prospects picture themselves in the same situation and understand how it could benefit them.
7. Don’t Pressure Prospects
The last thing you want to do when making a sales pitch is to pressure prospects into making a purchase. Remember, it’s all about having a conversation and engaging with them in order to show how your product or service could benefit them.
Don’t be too pushy or focus too much on the sale, as this will make customers feel like they are being pressured into buying something they don’t need or want. Focus on building relationships and trust, and the sale will naturally follow.
It’s possible to create a call to action or a sense of urgency without being pushy. Instead of telling a prospect that they are running out of time, spin that into how they don’t have to put up with their problem much longer as soon as they have committed to the product or service.
8. Remain Positive
When making a sales pitch, always remain upbeat and positive. Customers don’t want to feel like they are being sold to or taken advantage of, so show them that you value their time and appreciate any questions they may have.
Don’t be afraid to have some fun while engaging with customers as this can help create a relaxed atmosphere which will also help you build rapport.
Although you definitely want the lead to convert, you don’t want them to feel that everything you are doing is a tactic that’s being used to get them to give you money. Show them that you are genuinely interested in helping them out and that your product or service is a great fit for their needs.
9. Be Personable
Don’t just talk AT your customers; engage in a two-way conversation. Ask them questions about their needs and goals, and listen carefully to what they have to say.
Showing that you are interested in them as people, not just customers, will go a long way toward building trust and rapport.
Realistically, a customer doesn’t actually care about a product or service, they care about what it can do for THEM specifically. When making a sales pitch, focus on the customer’s unique needs and how your product or service can help them.
Don’t be afraid to mention any competitive advantages you may have; this will show customers that you are confident in your offering and that you genuinely believe it is the best option for them.
10. Stay Calm
Speaking with strangers can cause anxiety, even for those who have been doing it for years, but it’s important not to let them get the better of you. Take a few deep breaths to stay calm and composed before making your pitch, and remember that being yourself is essential in building relationships with customers.
Nerves aren’t the only reason you need to learn to stay calm. You’re bound to encounter some difficult customers, but the key is to remain calm and professional.
No matter how aggressive their questions or comments are, stay focused on providing helpful information that will educate customers about your product or service.
Your goal is to ensure a positive customer experience so try not to take things personally – it’s all part of the job. If they seem completely uninterested in what you have to offer, politely thank them for their time and end the call with a polite apology.
11. Make it a Conversation, Not a Lecture
It’s important to keep in mind that your goal is not to give a lecture; it’s to have a conversation. Don’t just go through the motions of your pitch and assume they will understand everything you’re saying; instead, take the time to answer any questions they may have and explain why you believe this product or service could benefit them.
It’s also important to be aware of how much time you are taking up during the call and try to stay on track with what needs to be discussed.
You don’t want them to feel like they are being talked at for too long, so make sure you leave enough room for back-and-forth dialogue.
12. End on a High Note
At the end of the call, make sure you thank them for their time and let them know that if they need any further information or have any questions, you’ll be there to help. A good way to leave them feeling confident about your product or service is to offer a free trial period or a money-back guarantee.
This will not only give customers peace of mind but also provide an incentive for them to take action and commit to your product or service.
Remember: it’s all about creating trust so that customers feel secure making their purchase decision. And most importantly – don’t forget to follow up! Keep in touch with leads after the initial pitch and remind them why they should buy from you.
13. Build a Relationship
The key to successful sales pitches is having a genuine relationship with your customers. Spend time getting to know them and their needs, show that you are genuinely interested in helping them out, and provide relevant information that they can use in making an informed decision. With the right approach, you will be well on your way to building lasting customer relationships.
Remember it’s Not a Failure Not to Sell (immediately)
Even if your customer doesn’t sign up after the initial pitch, don’t take it personally; keep nurturing that relationship so they’ll think of you when they’re ready to make a purchase.
The key is to stay positive and continue building trust with customers even if the sale doesn’t happen right away. Chances are, if the customer feels heard and understood, they will remember you for future purchases.
All of the above will help you to sound less ‘salesy’ when dealing with leads and customers. The most important thing to remember when making sales calls is that it’s all about building relationships.
Make sure you listen carefully, be yourself, and focus on providing helpful information rather than giving a hard sell. When you take the time to genuinely connect with customers, they will be more likely to make a purchase from you in the future. Good luck!