The sales pitch of the past isn’t effective in today’s marketplace. Today, a sales pitch is a two-way conversation. You ask good questions and listen to the buyer. The buyer has the opportunity to ask questions, and in the process they’re able to develop a much more personalized relationship with you, and your product or service. Captivating your audience lies in the details. From relevant buyer information to interaction and negotiation, these seven tips will help you nail your next ‘sales pitch’.
- Preparation
Successfully connecting with your audience involves preparing yourself with relevant buyer information. Prior to the presentation, conduct in-depth research on the buyer’s company, industry, and competitors. Include social media in your search. This will allow to tailor your message, better communicating how you can meet their specific needs.
- Emotion
Drawing on emotion is critical in sales. Highlight the unique challenges of the business you’re talking to and allow them to visualize your product or service as the solution. Most often people react and make buying decisions emotionally first then rationalize with information. Having a compelling story backed by facts is a force to be reckoned with.
- Confidence
Not only is it important to be prepared and leverage emotion, but also to bring confidence to the presentation. Promoting yourself as an industry leader or savvy entrepreneur subconsciously builds credibility with your audience. You can achieve this by sharing stories about your dedication and vision for their initiatives or stories about how you helped other customers.
- Interaction
Even if you are presenting detailed information, you must read your audience during the sales pitch. After all, it’s a two-way conversation. Gone are the days of PowerPoint slides and bullet points. Today’s most successful pitches include choices, audience interaction with products and services, and being prepared for any questions the buyer may have.
- Objection
As mentioned, the buyer will most likely have questions. The most common objects during sales pitches fall under budget, authority, need, and time. Be prepared to go into your presentation with responses to all four. The goal is to have answers prepared, making you appear more knowledgeable while increasing your product or service’s value.
- Negotiation
The negotiation portion of a business pitch can be intimidating. Before pitching, have a plan in place for negotiation. Not only should you be familiar with what you’re offering, but research how your audience members have invested in the past. Have a plan for the best case, the second best, and the worst. Add value before discounting price. This will help you approach your presentation prepared for any response.
- Confirmation
Always end your sales pitch with a call to action. If a negotiation isn’t instantaneous, be sure to include a specific follow-up plan. That communication touch point in the sales funnel will keep you on the radar, placing you in a good position for future prospecting. Follow-up meetings and trials are great ways to keep your audience engaged going forward.
Now that you’ve journeyed through our seven steps for a flawless sales pitch, we hope you feel more confident in putting your skills to the test. Knowing your buyer, product or service, showing a genuine interest in providing a solution, and being prepared for any objections will allow you to present your next business initiative with ease.