Ten powerful sales pitching tips

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One

Think very carefully about exactly what want the client (or potential client) to say, feel, believe or do as a result of your sales pitch.  What are the specific results you want to achieve?  What is the next action that you want the client to take after your sales pitch?

Two               

When designing your sales pitch always start with the client and not by talking about you and your products and services. Start by demonstrating that you understand the client’s aims and objectives.

Three        

A powerful pitch structure is:
Client’s aims / objectives
Client’s needs / problems (Where they are now)
Client’s success criteria (Where they want to be
How you can help the client move from where they are now to where they want to be.
Case studies / testimonials about how you have done this for other clients
Investment required from them.
Suggested action / implementation plan.

Four              

Does your pitch answer they questions:
1) Why should the client buy from you?
2) Why should the client only buy from you?  What are your points of differentiation?
3) What is the most important thing you want the client to remember about you?

Five               

Less is more!  Keep your pitch as short and punchy as possible.
Too many sales pitches are too long, too self-indulgent and too boring.

Six   

What is your main message – the most important thing you want to client to remember?

Repeat this three times during your pitch.

What are your three key points?  If you include any more than three then the client is likely to forget.

What facts do you have to back up what you claim?

Seven       

Do you have a story about how you have helped another client (preferably as similar to the client you are pitching to) to achieve the results they wanted?

Introduce the client character, describe the problems they were experiencing, show how you provided the solution they needed and then describe the results they achieved.

Eight

Can you create curiosity right at the start of your sales pitch?  A curious client is very attentive and receptive. One method you can use to create curiosity is to tell them some of the things that you are going to reveal during the sales pitch and then to tell the client about these at different stages as the sales pitch progresses.

For example, “As we progress I am going to show you three tried and tested and proven ways that we can deliver exactly the results you are looking for and provide you with rock-solid evidence of our capability.”

Nine             

Provide clarity and contrast about the difference the client will experience as a result of working with you or from buying your product and service.  Make it very clear and specific.

Ten  

A confused client never buys. Limit choice if you want them to make a decision. Provide and clear choice and next action and give the client something to buy.

Are You Falling Victim to these Five Sales Traps?

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Have you ever dug a big, deep hole and then been stupid enough to fall into it? Countless people unwittingly dig fatal sales traps for themselves that kill off any chance of a sale being made.  Five of the most common traps that you must avoid if you want to sell more of your products and services are:

1) Thinking about the sale too much
When you are in the selling process you must stop thinking about the sale.  Once you have set your sales objective for your call put it out of your mind and concentrate on the customer and what they want.  Get the dollar signs out of your eyes, forget your objective and focus on the most important person – the customer. Help them to get what they need and the sale will take care of itself.

2) Failing to probe
If you truly want to help the customer then you must probe their needs thoroughly. Failing to ask enough questions and failing to clarify customer’s requirements leads to sales proposals that are off target.  If your proposal doesn’t meet the customer’s specific needs, your chances of success are slim.

3) Negotiating before selling
Selling is convincing someone to purchase your product or service. Negotiation is agreeing on what terms the purchase will take place.  If you start negotiating before you have followed the correct selling process then you are, quite literally, selling yourself short.  If the customer does not fully appreciate how much you can help them then they are unlikely to be prepared to pay what you ask.  Sell first, negotiate second.  If you sell well then you may not need to negotiate at all.

4) Price dropping
Many customers, particularly trained buyers, will always tell you that your price is “too expensive”. Many salespeople immediately drop their price (and cut their profits) in an attempt to close the sale.  This only encourages the customer to ask for further price cuts.  One of the many counters to “It’s too expensive” is, “you are absolutely right, it’s not cheap.  Would you like to know why?” And then re-commence selling the benefits of your product or service to justify your price.

5) Failing to follow up
A sale isn’t a sale until the money is in the bank.  Failure to do what you say you are going to do will lose you more sales than anything else.  Always do what you promised to do, make sure the customer gets what they want, and make sure they pay you for it. The selling process is far from over when the customer says ‘Yes’. Follow through and make sure you don’t lose the sale through poor customer service.