THE SALES PITCH GUYS
According to a recent Forbes article, 50% of sales staff consistently miss their quotas. The most prominent inhibitor in missing sales quotas are reps' inability to clearly communicate and demonstrate value messages.
That means they have a problem with their sales pitch starting from the time they call the prospective client trying to sell over the phone/taking inbound calls or sitting face to face with the prospective client or even when asking for appointment.
So how to build a great sales pitch?
Or in other words, what to do to build a great sales pitch?
Whether your sales pitch is over the phone, in person, or in an email, one thing that you must always try to avoid is being too long winded.
It is important to always keep in mind that the prospect's time and attention is limited and factor this into how long of a sales pitch that you deliver.
Let's first talk about some things to try to avoid.
Avoid your product and company focus to begin with.
One trap that you can naturally fall into is talking mostly about your product, service, and company when delivering your pitch.
There are a couple of challenges with this:
First, when you talk primarily about your products and company, you are talking in a very "all about me" frame.
This can be an approach that is less attention grabbing and also one that does not foster strong relationships.
So avoid too many product and company details. One way to be more brief is to avoid going into too much detail about your products or your company to begin with. You can save those details when you are beginning to give a product / service presentation/demonstration.
You sales pitch needs to be short and sweet, yet still very powerful. Sometimes less is more. An alternative approach now that I outlined a few things to avoid, here is a quick solution that you can use:
Focus your sales pitch primarily around the value that your products and services offer. Just about every product or service will deliver some sort of value and this is how the product helps the client or what it helps them to achieve.
There is a particular methodology that will help you in delivering the value in your sales pitch.
And this pitch can be broken into short segments which includes:
• Introduction and value statements
• Disqualifying / Qualifying questions
• Problems faced
• Triggering interest
• Product / service details
• Benefits
• Connecting pain and value
• ROI statements
• Differentiation
• Picture of a future state
• Name dropping
• Threats faced
• Urgency
• Facts and figures of the company
• Objection handling
• Closing
What's in it for you?
1. Increased sales revenue and profits for you
2. More effective use of the sales persons time - fewer / forgotten /
uncovered items that require additional steps or conversations in the
sales process
3. A shorter sales cycle / process
4. Lower cost of sales
5. Reduction of 'how do you do' or 'goodwill' sales calls leading to a
more effective use of time
6. Higher close ratios
7. You can train your new sales executives faster with these sales tools
& turn them into sales kings immediately after they join you.
8. Clearer and easier identification of client specific needs / wants
9. Increased confidence of your sales people
10. Greater credibility of your sales people
11. A more professional perception of your sales people in the eyes of
your prospective clients
12. A better use of clients' time
13. Greater control of the sales cycle
There is a particular manner that this can be done.
And we specialize in that
We will take your product / service and develop a customized sales pitch which can be used both in selling on phone or face to face or asking for appointment from the prospective clients.
Let us meet so I can detail you further on how it can really make your sales campaign achieve its objectives by making your sales people ferocious sales warriors.
I can bring in a sample of previous works done, which will give you a better perspective on this powerful sales tool.
Looking forward to meeting you on this...
Best regards,
Jamal Shah
The Sales Pitch Guys