Developing a winning sales pitch is not easy. What you may believe to be a good sale pitch on paper, doesn’t guarantee it will be effective in practice….
When presenting to a potential new client, it’s really important to remember that your prospect’s needs are central to your sales pitch – it’s not all about the product or service. Your sales pitch MUST be a two-way conversation, whereby you listen to the buyer, they have the opportunity to ask questions, and as a result you offer them a solution to a real challenge they are experiencing.
This allow’s your prospect will develop a much more personalized relationship with you and your product or service.
The devil is in the detail when it comes to really captivating your audience. From relevant buyer information to interaction and negotiation, these seven tips will help you nail your next sales pitch:
Successfully connecting with your audience involves preparing yourself with relevant buyer information. Prior to the presentation / sales meeting conduct in-depth research on the buyer’s company, industry, and competitors. This will allow you to tailor your message, better communicating how you can meet their specific needs.
Catering to emotion is the strongest form of strategy in sales. Highlight the unique challenges of the business you’re pitching to and allow them to visualise how your product or service is placed as the solution. Most often people react emotionally first then rationalise. Having a compelling story backed by facts is a force to be reckoned with.
Not only is it important to be prepared and leverage emotion, but also to bring confidence to the presentation. Promoting yourself as an industry leader or savvy entrepreneur subconsciously builds credibility with your audience. You can achieve this by sharing stories about your dedication and vision for their initiatives.
It never hurts to check in with your audience during the sales pitch. After all, it’s a two-way conversation. Gone are the days of PowerPoint slides and bullet points. Today’s most successful pitches include choices, audience interaction with products and services, and being prepared for any questions the buyer may have.
As mentioned, the buyer will most likely have questions. The most common objections during sales pitches fall under budget, authority, need, and time. Be prepared to go into your presentation with responses to all four. The goal is to have answers prepared, making you appear more knowledgeable while increasing your product or service’s value.
The negotiation portion of a business pitch can be intimidating. Before pitching, have a plan in place for negotiation. Not only should you be familiar with what you’re offering, but research how your audience members have invested in the past. Have a plan for the best case, the second best, and the worst. This will help you approach your presentation prepared for any response.
Always end your sales pitch with a call to action. If a negotiation isn’t instantaneous, be sure to include a follow-up. That communication touch point in the sales funnel will keep you on the radar, placing you in a good position for future prospecting. Follow-up meetings and trials are great ways to keep your audience engaged going forward.
Now that you’ve journeyed through our seven steps for a flawless sales pitch, we hope you feel more confident in putting your skills to the test. Knowing your buyer, product or service, showing a genuine interest in providing a solution, and being prepared for any objections will allow you to present your next business initiative with ease.
If you are interested in further Sales Training or yourself or your team, why not join us at our upcoming Sales Success Workshop Friday 9th September in the Crowne Plaza Dublin Airport. Click here for more information and to register your place or call us on 01 891 6220.
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