Great salespeople are those who know how to deliver a great sales pitch. While many of us still think that a sales pitch is a one-way process by which salespeople provide information to the buyer about their product and then close the sale, a good sales pitch is much more complex than that. In fact, if not rehearsed and perfected, a sales pitch can turn into a dead end for the seller before the sales process has even begun. With all the changes the world is witnessing and the ever-increasing number of businesses emerging each year, mastering your sales pitch has become a necessity if you want to boost your sales figures and succeed in the face of competition.
Here, the experts at Bayt.com want to help you perfect your next sales pitch with these 6 simple exercises.
1. Focus on how you say what you say
When crafting a sales pitch most salespeople spend more time and energy on the content and words they want to use during their pitch, than on how they ought to deliver the message. The fact is, your body language and tone of voice are just as important. When you’re pitching to a potential buyer, you need to communicate enthusiasm and confidence. A simple way to do that is to imagine that there’s a person who doesn’t understand your language sitting in the room with you, watching you speak; that person should get the impression that you believe in what you’re saying and know what you’re talking about. Make sure your body language and tonality make people want to listen. Here are tips to become a better speaker.
2. Do the necessary research
Make sure you know as much as possible about the company and individual who will be hearing your pitch. Look up their online profiles, search for their company page on Bayt.com, and read through their company website. Read about the company’s full history; this will not only help you kick off the meeting with the client, but it will also prove to them that you know everything about their company and know exactly how you can help them.
3. Don’t just talk. Listen.
The secret to success in sales? Empathy! You need to understand your customers’ wants and needs, their challenges and problems, so you can help them in the best way possible. And the only way to do that is to listen to your customer. Ask them about their problems and challenges, and frustrations and goals. Keep on asking questions until you know exactly what they want and understand what they need. Only then should you start pitching your offer. This is what a sales pitch is all about: asking the right questions and then listening. Here are 10 small changes that will help you succeed in your career.
4. Present solutions, not features
Your customers aren’t interested in your product’s features; they’re interested in what your product will do for them. So how will your product solve their problems? How will it help them achieve their goals faster and easier? How will it save them time and money? How will it protect them from risks? Always translate your product’s features into your customers’ benefits.
5. Manage objections
Most people fail to prepare for objections. Prepare a list of the 10 to 20 most common objections and prepare answers to each of them. Your answers should be clear and concise. Rehearse your answers until they sound like second nature, so when you come across an objection in a sales conversation, you won’t need to think about which words to use. If you prepare for objections beforehand, you will look forward to addressing them. Most salespeople fear and try to avoid objections; great salespeople do the opposite.
6. Follow up
Lastly, remember to follow up. Following up is very important to the success of any sales pitch. Be consistent and reliable. Keep following up until you get a definite yes or a definite no. Never interpret a lack of response or any other message as a no. Winning in sales happens in the follow-up; be relentless and assertive, and always aim to maintain the relationship you worked hard to build with your client.
This article originally appeared in Bayt.com.
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