A great sales pitch can be delivered effortlessly, reeling in clients with the perfect words, sentences, and key ideas that are cohesive, clear, and consistent. A sales rep with a good sales pitch will be confident and self-assured that he can make the sale.
A bad sales pitch on the other hand can create feelings of confusion, misunderstanding, or negativity towards you, your products or services, and your company. Your clients might already be thinking about how to get you out of their offices before you've even finished talking.
Obviously, you should strive for the former sales pitch rather than the latter. You want to succeed, close deals, and sell products and services as often and as efficiently as you can. Luckily, you can create the perfect sales pitch to attain these goals. Here's how:
The delivery of your sales pitch is just as important as the words you choose to create it. Your sales pitch should be more of a conversation than an actual pitch. You don't just want to talk at your customer, you want to engage him in a discussion where you both talk about the benefits of the products or services you are trying to sell, ask questions, and identify needs or concerns. Your pitch is a dialogue, not a monologue.
Create a written outline of the key points you hope to discuss with the customer. Then, rearrange the points in the best order that you should bring them up. Next, add key words, anecdotes, or stats that will help you communicate these points.
This outline will be your foundation for your sales pitch. You will be able to work around your key points to ensure that you're only including important information that can help you make the sale, and not waste your breath with useless information that can end up boring or turning off your client.
Focus on the Client
During your sales pitch, don't just talk about yourself, your company, or your products. You should be focused on how your products or services can help the client with a problem that was identified and how you can provide him with a solution to his problems. This means doing your due diligence and researching your customer's needs ahead of time. Each sales pitch will have to be molded based on your individual clients' needs. There is no one-size-fits all script.
Use the Client's Language
When you're discussing your solution and opportunities, you should emulate your client-use words and phrases that resonate with him, that you've heard him say in the past, and that you know will catch his attention. After all, a client will have a more difficult time saying no to his own words.
During your discussion with the client, objections will likely come up. You will need to be prepared to re-buff these concerns-whether they're about time, budget, authority, or need-so you're not stuck staring at your customer with a deer-in-the-headlights look when you don't have answers to appease their concerns.
Listening is probably the most important part of the sales pitch. As we mentioned before, the sales pitch is a dialogue, so be prepared to stop talking and start listening to your customer. Not only will this nurture your relationship through empathy, but it will also give you vital information about your client's needs.
Before you walk into a meeting, figure out what you're actually trying to accomplish-do you want to sell your products or services on the spot? Do you just want to reel the client in so you can have a more in-depth meeting later on? Do you want to set up a demonstration? This will allow you to end your pitch with the right recommendations in order to achieve your objectives. You will know what your call to action needs to be, and where to go from there.