Here are some tips for stopping the sales pitch:
1. Start a conversation. Instead of starting off with information about you, your company and what you have to offer, think about ways you can approach a specific problem the prospect may have. You might say something like, "I'm calling to see if you might be open to some different ideas on how to save money in your cleaning budget by changing the frequency of cleaning tasks without losing the quality of cleaning."
2. Don't think about closing the sale right off the bat. Instead, concentrate on the problems your prospect has and how you can help them. If you can get a dialogue going on the issues they are dealing with, you've got their attention and can then suggest a meeting to discuss things further. Worry about closing the sale at that meeting, not on this phone call.
3. Don't defend your service. When a prospects ask why they should do business with you over your competition, the inclination is to start defending your service because you're trying to convince them to buy. Instead, suggest that you are not going to try and convince them that they should do business with you because that would just put more pressure on them. Gently change the conversation by asking them questions about their problems and then explore how your company might be able to help them.
4. If you are not having any success, put some thought into where in the process you lost them. Most people lose the prospect right off the bat with their opening statements. If you are saying something like, "we have the solution you need", or other "salesy" phrases, chances are you'll never gain the trust of the prospect. That's because sales pitches don't feel honest to people so they'll think you are not sincere about helping them with their problems.
If you want to sell your cleaning services by phone, give these 4 tips some thought so you can "stop the sales pitch".