In selling technique, a sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service.
2. INTRODUCTION
In selling technique, a sales presentation or sales pitch is a line of talk that attempts to
persuade someone or something, with a planned sales presentation strategy of a
product or service designed to initiate and close a sale of the product or service.
A sales pitch is essentially designed to be either an introduction of a product or service
to an audience who knows nothing about it, or a descriptive expansion of a product or
service that an audience has already expressed interest in. Sales professionals
prepare and give a sales pitch, which can be either formal or informal, and might be
delivered in any number of ways.
3. ELEMENTS OF A PERFECT SALES PITCH
Define The Problem & Offer a Solution
The sales pitch should talk less about selling
and more about helping. This notion helps you
migrate slowly to the comfort zone of the
customer and you work together to arrive at
an amicable solution.
Make Compelling Points
The impression you make on your client should be
long-lasting and for that, your points have to be
compelling. To get the flow going and the speech
more immersible, follow the approach of keeping
the idea simple by breaking it down into small
chunks.
Thorough Research
To address the concerns of your prospects, a
thorough research on them is vital. Any
unprepared attempts at closing deals may turn
futile as you are not in a better position to
understand your customer requirement
Add Additional Value
Another good tactic to close the deal is to add some
additional value to your product. Sometimes a little
extra can create a big difference to your sales
portfolio. For this, you have do a thorough
competitor analysis and understand the buyer’s
intent before giving an additional dose of offering.
4. Find the right buyer.
Do your Research and display your
Solution.
Let the Buyer talk
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STEPS TO CREATE THE PERFECT
SALES PITCH
Consider Sales Objections
Ask for referrals.
5. FIND THE RIGHT BUYER
If you want a chance to make the deal, you have to make sure
you’re talking to the right person—the decision maker in the
company, so you don’t waste your time.
6. DO YOUR
RESEARCH &
DISPLAY
YOUR
SOLUTION
So while doing your research you’ve realized
what the buyer’s needs are. And you have the
solution to his current problem. Now, it’s time
to let him know how you can solve his
problem.
Your buyer will be more interested in what
you’re selling because you’re speaking to his
unique challenge in this perfect sales pitch.
7. CONSIDER SALES OBJECTIONS
Identify 10 to 20 most
common sales objections
and prepare answers to
them.
If you prepare for
objections, you will look
forward to addressing
them.
Your answers should be
clear and concise.
Rehearse your answers
until they roll off your
tongue.
Most salespeople fear and try
to avoid objections. Great
salespeople do the opposite.
8. REFERRALS
Ask current customers that you have a healthy relationship
with for referrals to other potential prospects. Referrals are
more likely to complete a sale than any other method, and
generally a customer who is happy with your service will be
happy to spread the word.
However, remember a referral without an introduction is ice
cold, so be sure to ask for a quick email introduction rather
than just leaving with a name and phone number.
9. LET THE BUYER TALK
Just because you’ve done your research and walked into the meeting prepared doesn’t
mean you know everything. That’s why your perfect sales pitch includes listening. Let go of
your script from time to time and ask your buyer for feedback.
Ask follow-up questions to ensure that you’re really hearing what he’s saying so you can
close the deal. The perfect sales pitch should feel like a conversation, which require some
healthy back and forth.
