3 - How to build a great sales pitch?

Whether the sales pitch is over the phone, in person face to face, or in an email, one thing that sales people 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.

Things to avoid

Sales people must avoid their product and company focus to begin with.

One trap that sales people can naturally fall into is talking mostly about their product, service, and company when delivering their pitch.

There are a couple of challenges with this:

First, when they talk primarily about their products and company, they are talking in a very "all about them" frame.

This can be an approach that is less attention grabbing and also one that does not foster strong relationships.

So they must avoid too many product and company details. One way to be briefer is to avoid going into too much detail about their products or their company to begin with. They can save those details when they are beginning to give a product / service presentation/demonstration.

Sales pitch needs to be short and sweet, yet still very powerful. Sometimes less is more. An alternative approach now that we outlined a few things to avoid, here is a quick solution that sales people can use:

Focus sales pitch primarily around the value that 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.