It may be time for you to consider improving your sales pitch. Here are three tips to help you get started.
The sales pitch is your chance to demonstrate why a prospect should choose you over all of the other vendors they have available to them. It’s an opportunity to showcase not only your products, but the knowledge and support that comes with those products. Improving your sales pitch is an easy, cost-effective way to improve conversions. If you’re having trouble converting prospects, it may be time for you to consider improving your sales pitch. Here are three tips to help you get started.
An important part of improving your sales pitch is learning to be prepared for anything. A prepared script is a great place to start, but it can only take you so far. Prospects will often have questions and concerns that aren’t covered in a prepared pitch and you’d better be able to address them.
To do this, you need to know as much as possible about your products and services. This may involve talking with people from other departments, to better understand any role they’ll play following a sale. You need to understand how your company’s support system works, and what a customer can expect in the way of ongoing support and problem resolutions. Customers want to know about the products they buy, but they also want to know what to expect after the sale.
Understanding the concerns and pain points of your prospects is a great way to improve your sales pitch. If you can personalize your pitch, and speak directly to the issues they’re facing, you greatly increase your value to the prospect. A one-size fits all approach may work for a single decision maker in a single instance, but it isn’t much good if you’re making your pitch to a group of decision makers.
A little bit of research can tell you a lot about your prospects’ motivators for making purchases. Are they a lone decision maker, purchasing a product on impulse? Do they represent a group of decision makers, who have a longer timeline and larger budget? Are they simply browsing, and not yet committed to even making a purchase? Knowing the answers to these questions can help you choose the best approach for your sales pitch.
You’ll probably never achieve a “perfect” sales pitch. There are simply too many variables to be prepared for everything. What you can come closest to perfecting is your presentation. A great sales pitch that is poorly presented won’t be any more effective than a mediocre sales pitch. Your sales pitch lets you show prospects that you’re dependable, and know what you’re talking about. That’s hard to do if you look ill prepared or uncomfortable during the sales pitch.
Spend time rehearsing your sales pitch. Practice in front of a mirror, in front of friends, or even in front of other salespeople. Invite comments and critiques, and take them seriously. You need to know the material front and back, and be able to deliver it in a confident, convincing manner. When prospects interrupt you with questions, you need to be able to answer their questions, and then go straight back into your sales pitch. If a few questions or comments can derail your presentation, you haven’t practiced enough.
The sales pitch is your chance to have the prospects all to yourself, and give them your best argument for why they should choose you. It’s a golden opportunity to convert them into paying customers. You need to take full advantage of the situation, and put forth the best sales pitch you can. Improving your sales pitch will help you make a more convincing argument, while also demonstrating your professionalism and value. Learn about yourself, learn about your prospects, and practice your sales pitch at every available opportunity. In the long run, you’ll enjoy higher conversions, greater confidence, and a more robust knowledge of yourself and your products.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.