How to Make a Decent Sales PitchPublished on September 17, 2018
The quality of the sales pitch defines a salesperson. The right kind of first impression is important in tiding the masses to your favor. Delivery is, therefore, the focal point of the conversation. Ideally, the sales pitch needs to be concise with well-defined objectives.
Brevity is vital in making sure your message resonates well with the audience long after you’ve spoken. The idea is to focus on captivating your audience long enough for the message to sink in. Adding filler content to the sales pitch is not wise since that tends to be a conversation killer.
Importantly, the sales pitch needs to be balanced. This means that you need to listen just as much as you speak. Doing so allows you to form close ties with prospects since they’re more likely to divulge information. That allows you to tailor your response highlighting how your product and/or service will be invaluable to them.
In our discussion, we’ll be looking to highlight a couple of quick pointers to help you up your sales pitch game.
1. Pick your Words Carefully
When preparing your sales pitch, you need to think about the lingo and context of your words. Making early preparations allows you to concentrate on how people will perceive what you say to them. Having top-notch quality of product and/or service is not sufficient grounds for buyers to take notice. Incorporating crucial elements to your presentation like body language and posture can enable you to connect. The tone of voice should also be lively in order to project confidence and zeal.
You can practice getting your act together by rehearsing before a mirror, when among friends and with camera assistance.
2. Stay in Character
A sales pitch is somehow similar to a movie synopsis. It’s supposed to describe the highs and lows of a story whilst showing a little bit extra something. Your role as the salesperson is to study the lines and get to the stage. Each conversation with a prospect needs to be articulated clearly in a free-flowing manner.
A good emotional state can be helpful when it comes to displaying positive vibes. To achieve a feel-good factor, you should consider what you enjoy. Some people like exercising to feel good about themselves. Others enjoy singing or eating healthy foods. The onus is on you to tap into your happy space and find things that you love doing. Whatever it is, just make sure that it calms you down before heading out for a sales pitch.
3. Seek to Solve
Many salespersons get lost in the presentation by making it all about themselves. This approach is not recommended since it does not speak to the audience as you should. As an astute salesperson, your number one objective should be to gain an interest in the prospects’ needs.
Prospects are usually only interested in what your product and/or service can do for them. If it helps further their agenda, they’re more likely to subscribe to what you have going. While presenting features is an integral section of the sales process, it should not be the sole motivator. You can kill two birds with one stone by translating your pitch to suit your customers’ preferences.
4. Handling Objections
Objections are inevitable along the sales journey. The trick is in knowing how to handle them with ease. You can try compiling a list of the most common objections then reviewing what could be done and said to assuage your clients’ fears.
A lot of practice may be necessary in order to flawlessly respond to objections raised. The right words need to roll off your tongue without hesitation in order to appeal to prospects. Eye contact is one of the most important nonverbal tools of communication since it creates trust. Instead of fearing objections, you should anticipate them and seek to address them.
5. Become a Closer
The final sale is what it’s all about. Instead of dilly-dallying on the subject matter, you should be as straight-forward as possible. A smooth delivery is important since there’s a natural progression from the conversation to the sale.
You should be the one to instigate the close at the time of your choosing. Just make sure that when you do, prospects are confident in the solutions offered. You can lead more prospects towards the realization of their targets by taking them through all stages of the buying process.
6. Case Studies
Having case studies to support your arguments during a sales pitch is a great way to get in prospects’ good books. The data provided acts as an advocate for your cause and why they should be on board. The case study in questions needs to be trimmed to suit particular client niches.
Referrals are also important in boosting the brand profile since they are based on real-life interactions. Displaying this content to the masses helps add to the luster of the presentation.
7. Hunt for Business
After delivering the sales pitch, you should always make a request for business. Confidence is important in convincing prospects to review your product and/or service. Some people are in favor of setting two separate meeting in order to lead on clients.
In truth, it’s best to speak your words and let your intentions become known. This is because getting face-to-face conversations with clients is quite hard to do on a regular basis. Especially in this day and age. You can incorporate incentives like Trial Offers in order to get as many people as possible onboard.
The sales pitch should not be where the conversation ends. Making a follow up is important since it can help boost your sales numbers. A recent study showed that about 80% of all major deals occur right after salespersons make a follow-up.
During the follow-up, ensure that your message is consistent and your products are reliable. This persistent practice is important in determining which prospects to pay attention to. It is through a follow that your many salespersons are able to get definitive answers about their sales pitch. A yes or no response is essential in determining how you refocus your time and resources.