The sales pitch is your best chance to lock in buyers while you have their attention. Unfortunately, sales closing rates suffer when pitches go wrong. These pitching tips can help you create a more polished sales presentation for better results.
Do Your Homework
Gather information about your prospect, and dig deep into their history, industry influence, and problems while taking plentiful notes. Most crucially, find a prospect’s pain points so you can tailor your pitch to solving their most urgent problems. The more you know, the better.
Match Your Products to Real Solutions
Let’s say your prospects are unhappy with your competitor’s product for a key reason, and you have a product that fixes their concern. That’s a major selling point to use in your sales pitch.
Use BANT to Counter Objections
Budget, Authority, Needs, and Timeline, or BANT, is a handy formula when crafting your sales strategy:
- Does your prospect have the budget to buy your product?
- Does your prospect have the authority to buy your product?
- Does your product solve the prospect’s specific need?
- When can the prospect buy your product?
Use BANT to counter objections and reveal why your products are different while highlighting their value in solving customer problems.
Avoid the ‘P’ Word
Forbes reports that telling prospects you’re delivering a sales pitch is outdated and sends up red flags. Instead, try mentioning in a friendly way that you’ve got a recommendation to share. Prospects are more likely to respond to this subtle conversational approach.
To avoid sounding like a used car salesman, strike up a casual conversation with prospects. Friendly chatter helps break the ice and sets the tone for an open discussion that’s mutually beneficial. Your goal is to make a connection that leads to a long-term customer relationship. Your demeanour and attitude shape your impression, so relax and enjoy the back-and-forth.
One of the best ways to open a conversation with a prospect is to ask questions. When you ask a question about your prospect’s concern, you can uncover deeper problems that need solving.
Stop Talking, and Listen
During your pitch, remember to let the prospect respond. Prospects should do most of the talking, because that’s how you find out their concerns and objections. Listen carefully, and tweak your pitch to address any weak points in your message.
Sell to Decision Makers
Pitch to people who can make final buying decisions. You don’t want to win an appointment with a manager only to find out the person has no authority to greenlight vendor contracts. Equally discouraging is when you make someone excited about your product only for a partner to nix the sale based on notions you had no chance to rebut.
Always Include a Call to Action
Always include a call to action at the end of the pitch to encourage immediate buying, such as, “How many widgets do you need next month?” By assuming the sale with this statement, you encourage a positive response.
Avoid Idle Chitchat
Talking about the weather or sports makes you sound like every other salesperson trying to land a deal. Media Sales Today recommends discussing relevant news about the prospect to stand out. Avoid giving prospects talking points while they’re thinking things over. There’s no need to fill a lull in the conversation with distractions that overshadow your pitch. These and other proven pitch strategies can give your product sales a big boost.