SALES PITCH PRESENTED BY: NEW DELHI INSTITUTE OF MANAGEMENT
INTRODUCTION 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.
ELEMENTS OF A PERFECT SALES PITCH Thorough Research
Define The Problem & Offer a Solution
To address the concerns of your prospects, a thorough research on them is vital. Any unprepared attempts at closing deals may turn futile as you are not in a better position to understand your customer requirement
The sales pitch should talk less about selling and more about helping. This notion helps you migrate slowly to the comfort zone of the customer and you work together to arrive at an amicable solution.
Add Additional Value
Make Compelling Points
Another good tactic to close the deal is to add some additional value to your product. Sometimes a little extra can create a big difference to your sales portfolio. For this, you have do a thorough competitor analysis and understand the buyer’s intent before giving an additional dose of offering .
The impression you make on your client should be long-lasting and for that, your points have to be compelling. To get the flow going and the speech more immersible, follow the approach of keeping the idea simple by breaking it down into small chunks.
STEPS TO CREATE THE PERFECT SALES PITCH Do your Research and display your Solution.
2 Find the right buyer.
1 3
Ask for referrals.
Consider Sales Objections
5 4
Let the Buyer talk
FIND THE RIGHT BUYER If you want a chance to make the deal, you have to make sure you’re talking to the right person—the decision maker in the company, so you don’t waste your time.
DO YOUR RESEARCH & DISPLAY YOUR SOLUTION
So while doing your research you’ve realized what the buyer’s needs are. And you have the solution to his current problem. Now, it’s time to let him know how you can solve his problem.
Your buyer will be more interested in what you’re selling because you’re speaking to his unique challenge in this perfect sales pitch.
CONSIDER SALES OBJECTIONS Identify 10 to 20 most common sales objections and prepare answers to them.
If you prepare for objections, you will look forward to addressing them.
Your answers should be clear and concise. Rehearse your answers until they roll off your tongue.
Most salespeople fear and try to avoid objections. Great salespeople do the opposite.
REFERRALS Ask current customers that you have a healthy relationship with for referrals to other potential prospects. Referrals are more likely to complete a sale than any other method, and generally a customer who is happy with your service will be happy to spread the word. However, remember a referral without an introduction is ice cold, so be sure to ask for a quick email introduction rather than just leaving with a name and phone number.
LET THE BUYER TALK Just because you’ve done your research and walked into the meeting prepared doesn’t mean you know everything. That’s why your perfect sales pitch includes listening. Let go of your script from time to time and ask your buyer for feedback. Ask follow-up questions to ensure that you’re really hearing what he’s saying so you can close the deal. The perfect sales pitch should feel like a conversation, which require some healthy back and forth.
THANK YOU