An excellent sales pitch should be less about sales and more about convincing someone how you can help them. With so many channels and ways that prospects can find what they need in a snap, sales reps feel it’s much harder to do their job.
To improve your sales pitch, it’s vital to study and practice what you study. Look at how best sales professionals deliver their pitches and copy their strategies.
So what strategies do good sales pitches have in common?
Focus on the Prospect
A sales pitch has to be less about the product or service you aim to sell, and more about who and why the prospect needs it. Remember, the scale won’t work without a critical component – the buyer.
A great sales pitch, whether it’s the first time or several calls or meetings later, need to build rapport. Sales reps should go into it focusing completely on the prospect’s information, needs, goals, and pain points. Focus on the other helps drive a conversational dialogue, one that feels less like a sales pitch and more natural and understanding.
Benefits over Features
While a sales pitch should convey the most attractive features of the product or services, the overlying benefit trumps all. To key in on prospect’s pain points, it’s important to deliver equal and opposite advantages. How will the product or service deliver value? Simply rattling off feature after characteristic will feel like listening to a business presentation.
Instead, highlighting the benefits of each feature puts the product or service into context. How will it help the prospect? How is it relevant to their specific issues? Remember to personalize and sprinkle in some key data to show the potential positive impact.
Be Natural and Tell a Story
A true mark of a seasoned sales pitch is how natural and conversational it feels.
Cut out the facts. Prospects don’t care, especially if it takes up valuable time. If a sales pitch is more natural, it provides more value because prospects feel the conversation is more engaging, setting them as protagonists of their “story.”
Meanwhile, you get to learn more about your prospect, and scope if they are a good fit for the product.
No matter how many sales rejections there are, just remember that no pitch goes to waste. Just because no sales were made doesn’t mean each time provides excellent benefits, be it potential referrals or an improvement in sales skills.