Pitch So You’ll Be Heard

If you want your prospects to pay attention, you’ll need to take their learning style into consideration. Educators have long known that students learn by seeing, hearing and doing. This is known as visual auditory kinesthetic or VAK in the education world, and adult “learners” are no different,  studies show. Just as in a classroom, when you provide information the way your prospects process it best – with visuals, sound or some sort of activity – you are more likely to have success with your sales efforts. Visual Learners: The Eyes Have It Visual learners process information through watching, reading and studying. They observe people. They look at the illustrations, diagrams and photos, they watch the videos, and probably aren’t hearing every word of your well-practiced speech. It can seem like there’s a direct line from eyeball to brain. If your prospect is a visual learner, a picture really is worth a thousand words. TIP: In order to reach prospects that digest information this way, you must provide visual reinforcement for what you say. At the very least, draw pictures with your words using color, size, movement, and concrete comparisons.  Visual learners also tend to be impatient with long-winded presentations, according to learning experts Brian V. Moore and Arthie Moore. Be careful with this kind of prospect that you don’t talk yourself out of a sale. Auditory Learners: Singing Their Song Auditory learners absorb information through listening, hearing, and processing. They pick up on conversational nuances, they listen to verbal descriptions, and they sometimes will repeat key points back with phrases like, “Let me make sure I understand …”....