Learn step-by-step how to create a successful sales pitch
As a salesperson, have you ever felt the need to explain your product or service in a succinct, straightforward way to capture the attention of a customer you bumped into? This is what the sales pitch is for.
With a good sales pitch, you are able, in a short time, to offer an interesting proposal to solve your customer’s problems to the point of convincing him of the need to buy.
If you don’t know how to create a sales pitch, stay with us. Here, you will understand what a sales pitch is and what are the techniques to make your prospecting pitch even more powerful!
What is a Sales Pitch?
The term pitch comes from the English “elevator pitch”, which in free translation means elevator speech. In other words, it’s just a quick and attractive approach to being able to sell in the short time of an elevator ride.
To be able to convince the client that you have the solution to the problems that bother him so much, your speech must have few sentences and, at the same time, be able to attract the interlocutor’s attention.
With a well-formulated pitch, you will take the customer to the next step in the sales funnel without spending a lot of time trying to convince them of the quality of your product or service.
This discourse is valid both for phone sales approaches and for an internet contact or a face-to-face visit.
However, be careful not to make your speech robotic or look like it has been memorized. Each customer requires a personalized approach and you must be able to adapt your arguments during the conversation.
Here are five essential tips for creating a good sales pitch.
How to create a sales pitch
To create a powerful sales pitch, the pitch should be objective but not superficial. You still need to show the value of your solution by generating interest and an opportunity.
There are some basic topics that should be taken into consideration when formulating this speech:
1 – Public
Knowing your audience is important throughout the approach, here it is no different. Your pitch should be structured around the ideal customer profile, or persona, to emphasize that your solution delivers exactly what they want.
The customer’s needs are an excellent starting point for putting together your speech.
Do you have questions about how to meet your customer’s specific needs? Find out who he is using the resources he has at his disposal.
Social networks, especially LinkedIn, help to gather information about what the customer does, what their tastes are, and what kind of activities they usually do.
If your company uses a CRM or any customer relationship management tool, look for all the information about the contacts that have already happened with that person. All of this will serve as ammunition to create a good sales pitch.
2 – Benefits and sales pitch resolutions
Instead of listing the product features, try to relate it to the real benefits they will bring. The logic used in the pitch must be causal, not just give information, but say what can be provided because of it.
Raise problems and then solve them. Which sounds more persuasive: “My app organizes appointments in the monthly calendar and integrates contacts from different platforms…” or “Managing a business demands a lot of time and organization, calendar, meetings and contacts, my app does that for you”?
Focus on one or two solutions, however, so that you don’t go too far. And always remember to generate value for the customer. More than presenting information, you must show solutions.
3 – Customizing a pitch
Although there is a better way, the sales pitch is not a formula. Don’t memorize sentences or leave your speech in plaster as this makes it noticeable and sounds fake.
Create a base of essential points you need to address, a sort of checklist, so that you have a clear perspective on what you offer, but say it in different ways.
Also, in some cases, the seller will need to deal with more than one type of persona because they sell to different segments. Therefore, it is necessary to be careful not to have a Pitch the same for all, as customers have different needs. Work on each of them.
4 – Preparation for objections
Even if your sales pitch is very well prepared, it is possible that the customer will object to this first contact. Thus, you should be prepared to answer the most common questions during prospecting and work around these obstacles.
Avoid interrupting the customer as this may seem disrespectful. Listen to everything he says and then try to come up with solutions, starting your response with a positive expression.
Citing cases of customers who had similar objections, statistics or real testimonials is a good way to turn the conversation in your favor.
5 – Call to Action
According to the NASP (the United States Sales Professionals Association) website, 85% of sales pitches end without the salesperson making an appointment to make the sale. Don’t miss your goal: the sales pitch serves to schedule a meeting and, in it, complete the transaction.
At the end of the approach, make a proposal, a call to action, and close. After all the work of getting your prospect’s attention, you need to get them what you want.
Know that dozens of speeches were made to the same person, but your Pitch’s differential can be how you end the presentation, bringing a hook for the purchase decision.
How to master sales pitch creation
As you make new prospects, the tendency is for the salesperson to improve your sales pitch. However, there are ways to become even more efficient in this mission. To master the creation of a good sales pitch, check out what the team of top experts in the country can teach you.
Through practical and exclusive methodologies, the IEV offers the best and most complete solutions that fit your needs so that, like the more than 10,000 students who have gone through the IEV, you become an expert seller.
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