Thomas Richman’s Post

The one thing that can kill your sales pitch, and it's not what you think: - It's not a product mismatch - It's not a lack of rapport - It's not a lack of features It's not even a bad pitch. The one thing that can ruin your sales pitch is... ...talking too much. That's right. Silence. It's a powerful tool in the world of selling. Don't be afraid to pause and let the other person think. Or ask questions. Listen to their responses more than you speak. Try it and you'll be surprised how much more effective your sales pitch can be.

Tip 11/100 Customers: "I will let you know after the pitch." To handle this situation effectively, follow these two steps: 1. Acknowledge their response - Show that you respect their decision without pressuring them. You could say: I understand. Take your time to think it over. 2. Leave the door open - Offer your support and identify potential concerns by saying: If I may ask, when customers share this, it’s often due to one of three common concerns: - Price - Is the pricing a concern for you? -Trust - Are there trust-related questions we can address? - Need - Are you uncertain if this solution fits your needs? 🥂 #sales

Testimonials... They’re up there with THE most sizzling of sales pitches, but how awkward is it to ask for one? Fortunately, it’s a really easy thing to outsource – here’s my typical process: 1.      Quick brief from you on what angles you want to highlight. 2.      Seek approval to participate from your happy client. 3.      Schedule a quick 15-minute phone conversation with them. 4.      Summarise the chat into a few golden quotes. 5.      Send back to the client for approval/to make any tweaks. 6.      Pass on to you so you can blow your own trumpet in a less ick way. Banish the awkward turtle of circa 2006 fame

Negotiations 101 Nobody cares about 𝘆𝗼𝘂𝗿 𝗼𝗳𝗳𝗲𝗿, 𝘆𝗼𝘂𝗿 𝗳𝗲𝗮𝘁𝘂𝗿𝗲𝘀, 𝗼𝗿 𝘆𝗼𝘂𝗿 𝘀𝗵𝗶𝗻𝘆 𝗮𝘄𝗮𝗿𝗱𝘀. They care about what’s in it for them… …how your offer 𝘀𝗼𝗹𝘃𝗲𝘀 𝘁𝗵𝗲𝗶𝗿 𝗽𝗿𝗼𝗯𝗹𝗲𝗺, and how 𝗳𝗮𝘀𝘁 you can get them 𝘁𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁𝘀 𝘁𝗵𝗲𝘆 𝗻𝗲𝗲𝗱. The biggest deal I closed was worth over $6,000,000 and trust me… Nobody cared about how great my company was or how long we’d been in business. They care about whether you actually get their pain… …and how you’re going to fix it without wasting their time. 𝗡𝗼𝗯𝗼𝗱𝘆 𝗰𝗮𝗿𝗲𝘀 𝗮𝗯𝗼𝘂𝘁 𝘆𝗼𝘂𝗿 𝗽𝗼𝗹𝗶𝘀𝗵𝗲𝗱 𝗽𝗿𝗲𝘀𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻𝘀 𝗼𝗿 𝗮 𝗳𝗹𝗮𝘄𝗹𝗲𝘀𝘀 𝗽𝗶𝘁𝗰𝗵. They care about results - hard, measurable benefits that improve their bottom line or make their life easier. In negotiations, it’s not about what you’re selling… …it’s about how well you’ve lined up with their needs and how fast you can give them the solution they’re desperate for. I can teach you all the tricks and witty sales tactics in the world… But… If you make it all about 𝘁𝗵𝗲𝗺 - you’ve already won.

The name is Bond, James Bond—he doesn’t pitch himself with gimmicks, he doesn't put anyone between him and his target, and he certainly doesn’t rely on one-size-fits-all solutions. Bond knows his target, understands their needs, and adapts his approach, every single time. That’s the essence of authenticity in the 3rd Dimension of Sales. In the 3rd Dimension, you’re not just “another” sales rep—you’re the one who makes prospects feel like they’re in the presence of someone who gets it. It’s not about landing the meeting with flashy moves or generic sales tactics; it’s about building real, person-to-person connections. Like Bond, you show up with purpose and clarity, leaving an impression that sticks. To be authentic, don’t lead with the product. Lead with insight. Understand what makes your prospect tick, what their pain points are, and how you can help them succeed. When you engage with this depth, your pitch stops being a transaction—it becomes a meaningful conversation that draws them in. Because in the 3rd Dimension, authenticity isn’t just a tactic—it’s a strategy that sets you apart, meeting after meeting. #3DSales #AuthenticSales #BeBond #SalesWithPurpose #ConnectionOverConversion

How to Close Any Sale in 30 Minutes Jesse Pujji shares a powerful approach for structuring a 30-minute sales meeting: 1) Small Talk – 1-2 mins 2) Magic Question – 1-2 mins 3) Their Story – 2 mins 4) Your Story – 5 mins 5) Show, Don’t Tell – 5 mins 6) Idea/Proposal (IEA) – 5 mins 7) Discovery Questions – 5 mins 8) Next Steps & Homework – 5 mins Close out the meeting and ensure you send a follow-up immediately after. Don’t forget to connect with the person on LinkedIn. There you have it—an insider’s guide to running a great meeting!

I met with someone Tuesday and asked him, “When is a good time to meet?” I was talking about getting together to discuss my coaching business. I didn’t tell him, “ Do you want to meet?” I already asked that question and closed him. When selling we should always be closing for the next step in the Sales process. We’re building credibility and relationships. He received an “Alternative of Choice” “Yes and No” questions make people say “yes”, or “No”. It takes more work to get agreements. Practice this technique the next time you talk with clients or prospects. They’ll open up and share more like what happened to me today. I received a greater level of commitment.

I regret ever pitching discovery calls I mean, they’re so 2022 Times move fast, but you’re selling shouldn’t (move THAT fast) Value first wins the game day after day NEVER just ask to get on a “discovery call” ALWAYS offer to teach them something, give a blueprint, a couple bits of advice, or maybe a bribe of some sort… Point is, NO ONE wants to get on a call to hear about your “thing” But many people will get on a call where you help learn something, understand something, or give clarity And you do that ON THE CALL Not just say you will, and then ask lame questions that lead up to a sales pitch You won’t make many sales that way You will make many sales when you offer value, give value, then offer more in depth value that directly relates to what you just talked about Be an advisor, not a salesperson Don’t pitch discovery calls, pitch value calls The end

Never say this phrase in sales "You have 2 minutes to talk?" Imagine Prospect responds to your ad And you say; The reason why I am messaging/calling you respond to an ad about (my service) Do you have 2 minutes to talk? I am telling you: Never say it at the end of the conversation Do you have 2 minutes to talk? Becuase you know what goes on prospect's brain? It's a sales pitch... Because 1- They hear it all the time from salespeople 2- They know you will spend more than 2 minutes with them You gonna re-language that this way I have a few minutes before my next appointment to get back to you You see the difference That makes them feel, I've got lots of clients I am not running for you. I have a higher status 😎

One simple shift to superpower your sales pitch: ⤵ Give short answers. Tried something new in a prospect call this week: I decided I would do my best to only give short answers. (I was 80% successful.) I've typically been guilty of overdoing it with my responses to prospects. Trying to "show" how much I know. Which inevitably leads to rambling. 15 minutes in, the prospect said, "Wow, I'm not even sure what else to ask. I can tell we would work together well." Doesn't mean we actually WILL work together. But his response told me a lot about this new approach: Be clear. Keep it short and simple. Don't give in to the feeling you have to "fill" the silence. (This isn't radio.) Life is confusing enough. Your pitch doesn't need to be. >>>What's your best sales pitch tip?