Are you looking for tips to improve your sales pitch?
Do you want to get better at presenting to prospects?
Sales presentation is probably the most exciting part of the sales process, fact.
This is the part when all your hard work is finally starting to pay off. This is also the time when you get to talk about what you care about the most, your product and company. You get a chance to finally show your ability and knowledge about what you sell.
But, sales pitch is also the time when things can go wrong, really wrong. Deliver a bad presentation and you can be 100% sure that the prospect will never buy from you again. Deliver a stunning one on the other hand, and you might have won a client for life.
Why is it like that? Because the presentation is the time when you get to prove what you are really worth and whether the impression you have made on the prospect earlier in the sales process is true or not.
I have always said that a meeting with a prospect is when you actually sell. Anything up to that point is a mere preparation, the main selling begins when you stand in front of the prospect to explain your offer.
That is also why you need to make sure that you deliver a winning presentation and here is how to do it.
How to Deliver the Winning Sales Pitch
1. Have a Clear Objective
You need to know what you want to get out from your meeting. And, it might not be just to make a sale. Your product or offering may be too complex for a prospect to make a decision in one go. Maybe they need to play with the product for a while, and your aim might be to get them to agree to that. Or maybe they will need to see your factory floor, your offices or premises, or meet more of your staff. You need to know all this before you go to the presentation and work towards that goal only.
2. It’s Benefits not Features that Count
Someone once said to me, technology is easy to talk about, it either works or not. And, it’s true. If you listen to any technology company’s presentation, you will learn only about the technology they used for their current product etc. The problem is, your prospects don’t care. In fact, how you do things is the last thing they need to know.
What matters to the prospect is what they can gain from using you or your products. Highlight that during your sales pitch and you stand a far greater chance at making the sale.
3. Open by Asking a Killer Question
It will not only define you but also start a conversation and set the mood for the entire sales pitch. Prepare it well and make sure that your prospects jaws hit the floor when you ask it.
4. Listen, Don’t Talk
Talking all the time is in fact the most common sales presentation mistake. In reality though, in sales you should listen as much as possible and let your prospect talk. Get them to show all the information you need to push them to make a sale, start discussions and most importantly, get them to talk about their objections from buying from you. Your sales pitch relies on this information so make sure that you know what type of questions you should be asking your prospects.
5. Predict and Overcome Sales Objections
Every prospect will have some reservations from buying from you. They may vary but it is your job to try to predict them and reduce the risk of buying from you.
6. Follow Up
You may not get any answer during your sales pitch. Therefore, set a follow-up. A call in a day or two, an email in a week, whatever and stick to it. Sometimes prospects need to think things over but you also need to chase them for the answer.
Sales pitch is your most powerful weapon in making a sale. The trouble is that if you don’t prepare well, it might backfire and take you down straight away.
About Pawel Grabowski
