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Mastering the Art of the Pivot: Real-Time Adjustment Techniques in Sales
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You know that moment when you’re halfway through your pitch and realize your prospect is NOT who you thought they were? Maybe you prepped for a budget-conscious buyer, but they want premium. Or you thought they loved details, but they just want the big picture. Don’t panic! The best sellers don’t freeze—they pivot.
In Today’s Jam
Sales Tip Of The Week: Flip the script
The Sales Lab: Pivot Techniques When You Read Your Prospect Wrong
Weekly Poll: Ever miss the mark with your prospect?
Sales Q&A: When they say “it’s expensive”
Structured Thinking: Your Secret Sales Weapon
Sales Scene of the Week: How Forecasting Sales Works
The Sales Lab🔬: Pivot Techniques When You Read Your Prospect Wrong
Here's the thing - even the best salespeople get it wrong sometimes. The difference between top performers and everyone else?
They know how to pivot fast.
Let's break down how to turn your "oops" moments into "aha" moments 💡
Step 1: Recognize the Signs (Fast)
Your prospect is giving you clues that your initial read was off. Here's what to watch for:
Body Language Red Flags:
Crossed arms when you mention price
Glazed eyes during your "perfect fit" pitch
Checking their phone more than a teenager
Verbal Warning Signs:
"That's not really our situation"
"We're actually more focused on..."
Dead silence after your brilliant opening
The Golden Rule: If something feels off, it probably is. Trust your gut and pivot immediately.
Step 2: The Emergency Brake Technique
When you realize you're heading down the wrong path, hit the brakes gracefully:
🚫 Don't say: "Let me start over..."
✅ Do say: "You know what, I'm getting the sense I may have made some assumptions. Help me understand..."
This does three things:
Shows you're paying attention
Demonstrates humility (people love this)
Gets them talking so you can recalibrate
Step 3: The Pivot Scripts That Actually Work
The Assumption Reset: "I came in thinking X, but I'm hearing Y. Tell me more about that."
The Curiosity Redirect: "That's interesting - I wasn't expecting that. What's driving that priority for you?"
The Value Reframe: "Sounds like [their actual need] is more important than [your wrong assumption]. How is that impacting your business?"
Step 4: Turn Your Mistake Into Your Advantage
Here's the secret sauce: Your willingness to pivot actually builds trust. It shows you're:
Actually listening (not everyone does…)
Flexible and adaptable
More interested in helping than just selling
Pro Move: Acknowledge the pivot directly: "I'm glad we cleared that up - I'd rather get this right than waste your time with the wrong solution."
Ever miss the mark with your prospect and need to pivot? |
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It’s Time For That Dream Sales Job…💼
Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.
Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.
Game Changers of the week🔥
Structured Thinking: Your Secret Sales Weapon
Research shows analytical thinking is the #1 skill for 2025, and this guide reveals how the DSRP framework can help salespeople master structured thinking to win more deals.
12 Email Templates That Prove Flattery Actually Works
A sales expert boosted response rates to 25% using email templates that lead with genuine compliments instead of product pitches. Check out the templates.
Stop Wasting Time on Dead Deals Hiding in Your Pipeline
Learn the three-question system to identify which deals are actually moving forward versus the zombie opportunities that will never close.
Sales Scene of the Week🎬
What’s your number?
@corporate.bro The Forecast Meeting. It’s where the Sales team has to tell their manager how much revenue they expect to close... And if their manager do... See more
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