It is no news that a bad sales pitch can hurt your sales. It is a good idea to craft the perfect sales pitch before meeting with your client.
Salespeople know that creating a good sales pitch can sometimes prove difficult. According to research, a shocking 20% of sales reps close 80% of all sales deals (edis.ifas.ufl.edu/pdf%5CSN%5CSN00400.pdf). This means that 80% of salespeople are scrambling for only 20% of business.
Most sales reps or business owners make the mistake of throwing in a lot of information into their pitch without really touching the important points. Gone are the days of giving your prospect hour-long presentations trying to sell your product or service. Your client wants to see what you have to offer, and they want to see it in a few short minutes!
Do you have a great product or offer? Do you need to make the perfect sales pitch to win your clients over? In this article, we will look at how to turn your sales pitch from a yawn into a definite yes!
1. Do Your Research
Crafting a sales pitch that addresses the problems of your client cannot be overemphasized.
You will most likely not make a good sales pitch from general knowledge. Making a good sales pitch involves extensive research. You must research who your customer is, the problems your client is facing, your industry, and your competitors. Your sales pitch must address how your product can help, and not why you like your product.
With adequate research on your client’s problems, you can keep them engaged with only relevant information that can help solve their problems. Ensure to back up your research with relevant testimonials, facts, and statistics. If your product truly helps people, you must prove to the client that it does.
2. Keep it Simple and Concise
Imagine losing a client to a long but effective pitch! Most sales reps or business owners start their pitch with a long talk about who they are and what their business is all about. This can completely bore your client. Your client will most likely have researched who you are and what you do.
Make your sales pitch simple and interesting. You might want to start with a story that connects with your buyer and your product. Stories create a much deeper connection with people. Your client will most likely forget your pitch but won’t forget a compelling story.
Creatively craft your sales pitch into a short 15-minute piece that touches the interests of your client. It is better to hook your buyer with a short pitch and have them ask for more than to bore them out with a well-crafted long and boring pitch. You also need to be as clear with your language. Avoid using jargon that confuses your client. Use simple, easy to read or listen to words and phrases.
3. Do the Listening
Let the client do the talking. Yes, even after all the hours put into making your sales pitch, let the client do most of the talking. Listening shows you are putting the buyer’s needs first and allows for a healthy conversation. This will help you better understand the concerns or problems of the client and how you can effectively address them.
Respond to their questions and objections and try to understand their goals. Focus on how your product can help them meet their goals or solve their problems.
4. Address Problems
Your sales pitch must address the client’s problems. This will make them more interested in your pitch. Explain how your product or service can address their most current problems. This of course can only happen after you must have had some meetings with the client to hear what problems they are trying to solve.
Speak directly to the unique challenges of the business you are pitching to. Let your message be clear and focused on the features of the product that benefit the client.
5. Address Objections
While making your sales pitch, be ready to address objections from the client. Usually, objections arise from these four areas: budget, authority, need and time (BANT).
Be ready to discuss and answer questions from any of these areas. The key is to give a valuable answer to the client. You might want to explain why your product is different from the competition if the client has several other options. Conducting thorough consumer and product research will help you address objections more effectively.
6. Make A Sale
Every effective sales pitch must end with a call to action. Yes, you have to tell them what to do next. Some sales reps or business owners make the mistake of assuming that their buyer or client knows exactly what to do, and 99% of the time this is not true. Explain to them what action they need to take next. You have come this far with your sales pitch. Why not end it with a sale?
So that’s it. Delivering the perfect sales pitch instantly makes a good first impression and snatches the attention of your clients. Be confident and effectively present solutions to the problems of your client. Don’t forget to do what your pitch was created to do. Sell!