To sell a service or product effectively is a challenging task. There are many variables that must be taken under consideration to deliver a great sale pitch, like where to start, how to approach your prospect, who to target, among others.
Have a look at the following tips that CPM has gathered to ensure a great sales pitch:
1. Know your audience
The first step is to research as much information as you can about your prospect. Research about the specific needs that their business have and identify how the service or product offered can help them to excel those requests. Base your speech on what your prospect will gain by working with you.
2. Know what you are offering
As well as knowing the needs of your prospect, you should have a complete understanding of the product or service that you are selling. Investigate all the facets of your product and how this would help to overcome the different requests of your prospect. Clients are more likely to be interested in a pitch that is centred in how the product will improve their business and make their life easier. Also be aware of the common problems that your product can face and, most important, identify how can you resolve them.
3. A pitch for every prospect
Avoid giving a generic presentation that doesn't take into consideration the customer’s needs and expectations. Prepare a tailored pitch for your audience, in order to gain more engagement and get better results.
4. Choose the right person
Find out who is the person that can decide to use your product or service, this is the person that should hear your pitch.
5. Differentiate from your competitor
You have to make your offer to stand out from all the other similar products or services that your prospect probably has heard about. Explain those unique elements that you offer and add value to your proposal.
6. Encourage a conversation
Even though you may already know all the information you need of your prospect due to your research, treat your pitch as a conversation. Ask questions to your audience in order to give them the opportunity to explain different aspects of their situation. This will make them feel more involve in your pitch and aware of your genuine interest in their business.
7. Prepare a Q&A
Elaborate a document with all the possible objections and questions that your audience can ask you, and prepare a respond for each. Share this document with all the members of your team so your responds are aligned.
By knowing your audience and ensure a tailored pitch –which should be focused on how your service or product can help your prospect- you can make a successful pitch and build a healthy relationship with your client.
Sources:
http://www.salesforcesearch.com/bid/141763/3-Ways-To-Improve-Your-Sales-Pitch
http://www.wikihow.com/Deliver-a-Good-Sales-Pitch
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