Sales Pitch

Don’t Let Your Sales Pitch Go to the Birds

Sometimes there’s a common element between selling software and feeding the birds in the park. When birds gather around for your food, you have to make very calm, deliberate movements, so they know they can trust you.

Are Buyer Expectations for the Birds?When a buyer first comes around and shows an interest in what you have to sell, and there’s a question about the ballpark price, you toss out some crumbs, and proceed to give an overview demo, attract more stakeholders, gather business requirements, and give more extensive demonstrations to prove the return on investment of your solution.

At some point while you are gaining the confidence of the buyer, it may turn out that business requirements demand a more sophisticated solution than you first presented. Perhaps there is another module or two required, or complex professional customization services.


Keep in Step with Buyer Expectations

Is Your Sales Pitch for the Birds?Leading your buyer along—without mentioning how these incremental feature additions can add to the cost—can be like dropping a 15-pound bag of seed in the middle of the flock of attentive birds you have painstakingly gathered around you.

The 15 pounds of seed may be exactly what they need, with all the right nutrients for them to grow strong and prosper, but if you startle them with an unexpected move, you can blow the whole deal. This is what we discovered with a client recently.

The outcome we delivered was that the sales team needs to be educated on the importance of understanding the pricing of every feature being sold, and adjusting buyer expectations on price as they go along. Nice and easy does it!

How about you? How do you meet your buyer’s expectations? Share your story in the Comment section below.

With new product failure rates hovering at 90 percent, download this eBook and try these 5 steps to keep your product alive and your company on top.

5 Steps to Solving Market Problems


Our Win Loss Analysis program drives results! See a 10% increase in win rate – guaranteed. Contact us today.

Suzanne Nightingale on sabemailSuzanne Nightingale on sablinkedin
Suzanne Nightingale
Program Analyst at Primary Intelligence
Suzanne holds several Microsoft technical certifications, undergraduate degrees in computer programming and economics, and has completed post-graduate studies in psychology and Human Dynamics. During her career at Lockheed-Martin, Suzanne worked on proposal teams for military C3I contracts. As a project manager, database analyst, and technical writer, she supported SIGINT and IMINT systems for the NSA and NRO. Suzanne enjoys the challenge of distilling large amounts of data into concise, actionable intelligence for her clients.
0 replies

Leave a Reply

Want to join the discussion?
Feel free to contribute!

Leave a Reply

Your email address will not be published. Required fields are marked *