Making a great sales pitch isn’t as easy as it once was. In fact, an effective sales pitch is based more on a conversation and solution to their buyer’s problem. A great sales pitch starts with making a great first impression. This means that sales professionals must work hard to make their initial response a memorable and positive experience.
You want to achieve an excellent presentation that will hold the attention of your buyer. The longer you keep them interested, the higher the chances you have of winning them over and making a purchase.
Here are steps to making a great sales pitch.
Step 1: Be Diligent
Unless you get your product out there, it isn’t likely to sell itself. Simply handing out information won’t attract customers but how you craft your pitch will. Making a great sales pitch requires you to understand the needs of your client. This means you need to research your target market, or else your chances of making a deal will decrease.
Nearly 82% of sellers are not entirely aware of the needs of their buyers. Having a high sale pitches means you should steer clear of being generic with their pitch and personalize it each time you deliver. Before you present your pitch to the buyer, be sure to do your research on their industry, company, and competitors. Be sure to ask all the right questions on your first meeting so that you can create your message to address the needs of the businesses and open the opportunity towards the next step.
Having full knowledge of who you are selling to will eliminate the unnecessary noise and keep the potential buyers focused on your pitch. Show them how you’ve made an effort to understand their needs while highlighting the features of your products that matter to them.
Step 2: Make It the Best Decision They Ever Made
Despite all your research, making a sales pitch won’t matter if you’re talking to the wrong person. Before you set up the actual sales pitch, make sure that the individual you are talking to is the actual decision maker. Aside from following your research, go ahead and contact the company. You wouldn’t want to waste your time of theirs either.
Step 3: Answer Their Questions
While giving your sales pitch, be sure to answer all the questions they may be struggling with. Customers are looking for products that can solve their problem. With a great sales pitch, it will acknowledge the problem with a solution. Even if you offer only one product, make sure that every pitch speaks of the solutions to the buyer’s problem.
Step 4: Listen to the Buyer
You’ve made a great pitch, and you feel confident that you’ve covered every aspect of the challenge. If by chance you have a script, consider putting it down and making your pitch more natural. Start with an open mind and aim to let the potential buyer do the talking. Take the time to listen and respond to thoughtful questions to follow up with. This is vital if you want to understand their needs and close the deal. Listening to the buyer and asking the right questions will give you the opportunity to adjust your message to attract the buyer.
Step 5: Call to Action
While listening is crucial, don’t ignore the necessity of your pitch. Every sales pitch should end with a call to action that will attract the potential customer and help you move forward with a follow-up. Never wait until the last minute for the buyer to make the call to action. If the salesperson fails to do so, this could result in ending with no sales.
Step 6: Make a Reference
While this isn’t exactly helping you make a great pitch, this is more of a head start in making your next few pitches. Ask buyers that you already have a relationship with for any referrals to potential prospects. They will be more likely to complete a sale than spending your next few days searching for more. Generally speaking, if a client is happy with your service, they will be more than willing to send a referral.
Bring your confidence and research with you when you start your pitch. Never let your presentation go unprepared. Keep your ears open and listen to the buyer. This will increase the chance of making a successful pitch. Consider your pitch to be more like a lively conversation rather than a business presentation.