09 Apr 5 top tips for sales pitch success
It’s arguably the most important part of the sales process, which is why it’s such a challenge. But never fear, Sales Confidence is here with five tips to make your sales pitch go with a bang.
The pitch to a potential customer is where the deal can be won and lost. It’s also the culmination of a lot of preliminary work, from you, your SDRs and your marketing team. So, you must get it right. Here are five tips you can follow to make sure you’re pitch-perfect.
1 — Preparation
You do the work that will bring the most benefit before you walk into that meeting to pitch. Find out everything you can about the company you’re pitching to. You should already understand their pain points from previous conversations but dig deeper to look for other angles you can use to position your product as the solution.
You should also look into the individual people you’re going to meet. Look for a connection that will break the ice; perhaps you have worked for the same company before, or you share mutual friends. All the information is out there. You just have to find it.
You should also be up-to-date with everything that is going on in the industry. If there has been a seismic development that everyone is talking about, make sure you know about it. Industry expertise brings credibility, which is invaluable when pitching.
2 — Confidence
Of course, we’re going to mention confidence! When pitching, confidence is everything — in yourself and your product.
Carry yourself with confidence. Look good, walk tall, shake hands firmly (if you’re not social distancing). Pitch with enthusiasm, showing how much you believe in what you’re selling. You’ll find your passion will fire up your prospects to act too.
Finally, talk with confidence. Don’t use vague, ambiguous, wishy-washy language. Talk about the benefits your product ‘will’ bring, not what it ‘can’.
3 — Show value
Remember, you’re there because your prospect has a problem they want to solve. Show them how your product solves it. Make them see what’s in it for them. Hammer home how much better their lives will be with your product in them.
Your prospect will probably only have allocated a short time for your meeting, so don’t waste it talking about things that don’t provide value. You don’t need a long intro explaining the history of your company. Just skip to the good bit.
4 — Anticipation
As part of your preparation, try to anticipate how the meeting will go. Visualise it, rehearse it, dream about it.
Visualisations will help put you in the mindset for success. But on a more practical level, you’ll also be able to anticipate what objections your prospect might raise.
Be proactive about objections. Try to get ahead of them. You don’t have to be perfect, just perfect for that prospect.
5 — Listen
Finally, although the pitch is your chance to shine, you don’t want to monopolise the conversation.
Get your prospect to say as much as possible. As you take them through your pitch, check to make sure they’re on the same page. If they have any questions or points they want to raise, let them.
Active listening shows the prospect that you are genuinely interested in them and that you want to help. Don’t disregard it.
Over to you
When you follow these five tips, you’ll put yourself in the best position to do the deal.
Now, we want to know what you think.
What do you do before a pitch to set yourself up for success?
What are your tips for successful sales pitches?
Tell us about a pitch that you did that went well, or not.
Share your stories with the Sales Confidence community with a comment below.