A sales pitch is a carefully crafted statement designed to convince a prospect that the product offered is the best solution to their needs. A sales pitch is very important as it can influence the decision of a prospective buyer and can be the “make or break” part of a sales process.
According to entrepreneur Raphael Sternberg, a good sales pitch can mean the difference between making or losing money on an opportunity. Pitching a sale is an art; it takes a lot of hard work to deliver a convincing sales pitch. Sternberg says that it is important to remember the following points when making a sales pitch:
1. Have an Agenda
A clear plan can help one stay on track and avoid rambling. The purpose of the pitch should be written down to remind the seller what to keep in mind for the presentation. Put the agenda first when discussing the product or service, so it is not lost. When distracted, review the agenda and remember what the objectives are. An agenda can be a great tool to keep the sellers’ thoughts organized while delivering a sales pitch.
2. Be clear and concise
When making a pitch, the seller should be very clear and concise. When talking with the prospect, one mustn’t confuse their questions or statements. Constantly adjust vocabulary to match the level of the prospect. This helps secure the sale and cut down on the person’s confusion, which only makes them want to purchase.
3. Identify and address the right target audience
Finding the right people to pitch the product to is critical for the success of the sales pitch. Correctly identifying the potential buyers is essential as it will indicate that the product is targeted to their needs. Using a prototype or sample of the product can help identify the right target audience.
4. Keep your emotions in check
Raphael Sternberg believes that it is human to be emotional when making a sales pitch, but it is important to keep the pitch logical and not let emotions take over. Emotions may get mixed into the pitch, making it lose effectiveness. It is also imperative that the seller can take positive criticism and questions without getting angry or frustrated.
5. Learn to listen
Listening is an essential skill in a sales pitch and is related to identifying target customers and their needs. Learning to listen well is a critical factor in successful sales pitches, as it will help the seller make the necessary adjustments and understand the prospects’ needs well.
6. Use facts and data
If data can support the seller’s perception of their product or service, it is important to know how to present it. Statistics, surveys, and other facts should be used effectively in the sales pitch to support the seller’s point of view. This helps the seller in putting forth their product or service in a more convincing way.
Pitching a sale is not easy, but by following the points mentioned above, one can learn how to create a good sales pitch and deliver it in the right way.