Firstly, let’s understand “what a Sales Pitch is”.
According to wikipedia definition of Sales Pitch is – 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.
Now let’s understand – Why do you need a sales pitch in the first place?
- Sales Pitch helps in designing the flow of the conversation with your prospects. (A word of caution – It should be used as a guide and not verbatim.)
- It helps to avoid using wrong examples, unrelated stories and jargons which might add to losing a sale.
- With a well thought Sales pitch you won’t miss out on important information or notice.
For Example – Reading disclaimers, asking for consent/permission where required, Information on privacy policy and GDPR.
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There are seven important factors while creating a successful Sales pitch:
1. Be short, precise and to the point
Whenever you start with a sales pitch know that your introduction should not be more than 2 minutes. A lengthier introduction will create a perception in prospects eyes that you are more about me, my company and my product. Instead, the conversation should be more about the prospect, their needs and pain points your product/solution can solve.
Few examples of kickass yet short introduction:-
Eg 1 – Google
Our mission is to organize the world’s information and make it universally accessible and useful.
Eg 2 – Only B2B
Only B2B’s premium demand generation campaigns proliferate growth, awareness, boost sales pipelines and accelerate deal progressions for Technology companies.
Eg 3 – Amazon.com
Amazon is guided by four principles: customer obsession rather than competitor focus, passion for invention, commitment to operational excellence, and long-term thinking.
2. Be sincere
“Sincerity makes the very least person to be of more value than the most talented hypocrite” – Charles Spurgeon
Sincerity is something that can be gauged in your voice. When you sound like someone who is trying to push the sale, chances are you will lose the prospect for ever. It is very important to be honest about the values your product has to offer and the problem it solves for the customer. Forceful selling or confusing the customer will lead to dissatisfaction and impairment beyond control.
3. Talk about benefits and business value your product/solution has to offer
On average a prospect receives 7-12 sales calls in a day. When someone is swamped by so many sales calls, it is obvious that they won’t entertain every sales call and salesperson.
To get your prospects attention it is important you inform them of values your solution has to offer early on the call. If the prospect can resonate with your product as a solution to their problem, you WIN. Most prospects will stick around and listen to what you have to offer, others might ask to schedule a call at a convenient time.
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4. Talk less and listen more
Many Salespeople are trained to talk more about their companies, product benefits, owners, awards, etc. giving less time for your prospect to tell their stories. This is one reason why most sales people get early hang ups and uninterested prospects.
When you listen, you learn more about your prospects and their needs. This helps in presenting the right solution and information that your prospect is interested in. Good Listening is also the most important skill great leaders possess. Moreover, when you listen to your prospects carefully and attentively, they feel they are heard and you care about what they have to say. This indeed is the start of building great rapport and relationships with your future customers.
5. Story Telling
Human mind is programmed to connect with past experiences and make decisions. Storytelling can help trigger that past experience & imagination of your prospect. It also helps in building rapport with your prospect and makes the conversation memorable. Storytelling succors to provide context to the facts you provide in your sales pitch.
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6. Never talk bad about your competitors
It’s always a good idea to talk about your competitors and compare product benefits while on a sales call. But sometimes sales reps go far and start talking negatively about the competitors and their products. This not only makes you appear unprofessional in front of prospective customers, but you also look weak. Instead, the Sales rep should focus on their product benefits and problems it can solve for the prospective client.
7. Avoid Fillers
Everyone likes to talk to people who sound confident, knowledgeable and prepared. Too many filler words raises multiple doubts in the eyes of your prospect:-
You don’t know your product.
You are not good with the language.
You are anxious and many others.
Using too many filler words can kill your sales, and it is always a good idea to work on your language and avoid these fillers at all costs. Below are a few filler words you might be using regularly and can be avoided with practicing.
“You know”, “So”, “Cool”, “Kind Off”, “I mean”, etc.
Conclusion: –
Here are my seven tips for creating a great sales pitch. If you would like to add more to it, please leave your tips in the comments section.
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Vikas Bhatt is the Co-Founder of ONLY B2B, a premium B2B lead generation company that specializes in helping businesses achieve their growth objectives through targeted marketing & sales campaigns. With 10+ years of experience in the industry, Vikas has a deep understanding of the challenges faced by businesses today and has developed a unique approach to lead generation that has helped clients across a range of industries around the globe. As a thought leader in the B2B marketing community, ONLY B2B specializes in demand generation, content syndication, database services and more.
