Here is a structured process that you can go through to get good .
Step 1: List out Products and Features
The first step in getting is to identify the product that you are trying to build sell. You can take this one step further to list out some of the main features that are part of the product.
Here is an example:
- Product – Inventory Management Software
- Features – Auto-Ordering, Management Dashboard, Predictive Scheduling
This may be a good place to point out that this is where an average salesperson may stop when it comes to developing their pitch. They identify the details of the product and just go out and talk about the product to anyone that will listen.
It is moving on to the next steps that will separate you from the rest
Step 2: Identify the Value the Product Delivers
Once you have listed out your product and features, step 2 in developing sales pitch ideas is to identify the value that the product and features offers. These are the points that explain how the product helps your customer or what it helps them to do.
Here is a continuation of the same example.
We can look at the products and features and identify that they help to make the following technical improvements:
- Decrease the amount of time spent ordering
- Decrease errors in the orders
- Minimize over and under ordering
If we make those technical improvements, we can then stop to think about what business value (improvements) we can deliver.
- Decrease labor costs
- Decrease inventory costs
- Decrease cost of goods sold
Step 3: Identify the Pain that You Resolve or Avoid
The next in getting sales pitch ideas is to identify the pain that we help to resolve. You may be able to think of a couple of pain points that you help with off the top of your head. But here is a process to help you to think of more or to prevent your self from missing one.
For each benefit that you provide, there is most likely a corresponding pain point that is either resolved, decreased, or avoided.
If we continue with the same example, we can look at those value points and come up with these pain points.
- Takes a lot of time and manual effort to process orders
- There are times where there are errors in the orders
- It can be difficult to order the right amount
- It can be difficult to decrease costs (labor, inventory, cost of goods sold)
Step 4: Develop Good Probing Sales Questions
The next step in the process is to develop good probing sales questions. Some of the questions that should be included in your pitch are questions that probe for the pain points that you help to resolve.
As a result, you can look at the pain points that you came up with in step 3 and for each point, you should be able to think of one or two questions to ask as part of your