The "Canned Pitch" Sales Myth



Posted: Saturday, January 29, 2005

by
The $elling Edge, Inc.

 

     Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling. Studies conducted by the public opinion researcher, social scientist and author Daniel Yankelovich in the late '70's and the Stanford Research Institute's VALS (values, attitudes and life-styles) study that assessed buying motives in the early '80's, indicate that there are at least five distinct categories of purchasers or individual buying modes. These studies provided insight into how adults communicate, are persuaded and how they make buying decisions.

     It's almost impossible to create a verbatim sales pitch to address the variety of issues (sometimes conflicting) in each of these categories. Therefore a successful sales or service industry professional must learn through extensive in-depth probing what type of buyer he is dealing with and then create a custom-tailored presentation based specifically on the answers he receives from his probing.

     Please check out our self-directed learning system that will help you replace canned presentations with a simple six-step selling process where answering objections and closing the sale often take care of themselves:

http://www.TheSellingEdge.com/manual5.htm

 

     Click here to receive free a periodic e-mailing about the selling myths that many sales professionals believe in, which keep them from consistent sales success.

 



VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and WalHMart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, just click on either of the titles above.

Virden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. 

Virden and his wife Barbara are the parents of ten children. They reside in Avon Lake, Ohio. You can contact Virden at Virden@TheSellingEdge.com

Obtain Free The $elling Edge®, Inc. Sales Myths E-Training Program At: http://www.mcssl.com/app/contact.asp?id=32989&afid=&formid=&preview=  

Sales Success Strategies Archive (click on title): 

In Sales, Words Just Don’t Compute

Aggressive Selling, The Key To Business Success

The "Canned Sales Pitch" Myth

Mark's Secret Sales Success Ingredient

Coach-The-Coach To Increase Sales!

Hiring, A Key To Sales Management Success

Hire A Six, To  Produce Sales Success


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