We can probably all agree that having the best sales pitch will improve our sales results. But figuring out what to say is hard because we have so much information we want to share with our prospects. On top of that, we only have small windows of time and attention with the prospects. I am going to show you how to eliminate those challenges and show you how to create the best possible sales pitch for your product or service.
To do that, I’ll walk you through 6 easy-to-follow steps to create a great sales pitch for your product or service. This process will not only improve your ability to grab the prospect’s attention, but also your ability to clearly and concisely explain what you sell and why the prospect should buy from you.
Demonstration Product
To demonstrate this process, I will go through these steps and create a sales pitch for a demonstration product. The product I am going to use is gym memberships. I use this product a lot for a couple of reasons. First, it is a simple product we can understand and relate to. It also shows you this process works for any product or service.
Step 1 – Organize key product details
First, organize key details about your product or service. You probably already have a lot of company and product information in your head, but we want to strip that information down to the key features of the product. If you sell a service, this would be the scope of the service and what you will do for your client or customer.
An optional step here is to identify how your product, service, or company is different from the competition. If you are different or better in some way or another, we want to get that in your sales pitch.
To demonstrate this process, our product is a gym membership to a health and fitness club.
Step 2 – Identify the target audience for your pitch.
You can create one sales pitch for all prospects. But the key to creating the best sales pitch is tailoring it to the prospects you are trying to sell to. In other words, if you sell to a specific industry, you can tailor your talking points and questions to that audience. This will improve your ability to grab the prospect’s attention and more clearly explain what your product does and why they should buy from you.
For this, stop and think about the different buyer personas you interact with and try to sell to. This could include the prospect’s industry, business size, department, or level in the organization.
What you select in this step will likely change what you create in the following steps because different buyer types have different interests, needs, and pain points, and adjusting your pitch can improve your results.
To demonstrate this process, we will select a target audience of people looking to lose weight.
Step 3 – Identify the benefits your product offers to the target audience.
In this step, stop to think about how the product helps the target audience for this sales pitch. We are looking for 3 to 6 benefits or improvements the product can deliver to the target audience.
At this point, you should start to see how this creates the best sales pitch because these improvements are tailored to the target audience. This will help you grab the prospect’s attention and more clearly explain why they should consider your product or service.
To demonstrate this, if we look at our demonstration product of selling a gym membership and keep the target audience in mind, here are improvements we can deliver to that type of customer:
We help to people looking to get healthier to:
- Look and feel better
- Lose weight
- Improve confidence and self-esteem
- Improve relationships
- Decrease medical expenses
- Transform their life
Consider how adding these talking points would improve a gym membership salesperson. Talking about these things will help you grab the prospect’s attention and build interest.
You can also see the impact of our target audience selection because these benefits would be completely different when selling a gym membership to someone who is very athletic and in shape.
Step 4 – Create a list of pain points the product can help with.
The next step in our process for creating the best sales pitch is to list the pain points we can help the target audience solve. What we are looking for here is basically a list of 3 to 6 challenges, problems, or concerns our product can solve for the target audience. These pain points can definitely change when you change the target audience.
One way to create an optimal list of pain examples is to review your benefits. Each benefit usually corresponds to a pain point that it resolves, minimizes, or avoids. With that, we can look at each improvement we created on the last step and try to think about the problem that is resolved or minimized when we create that improvement.
Going back to the demonstration product of a gym membership, the target audience might have the challenges of:
A lot of people who are looking to get healthier can have challenges with:
- Don’t feel good
- Don’t think they look good
- Need to lose weight
- Low confidence and self-esteem
- Don’t have good relationships
- Worried about medical expenses
- Feel depressed
Think about how this improves the salesperson’s sales pitch by talking about and looking for these pain points. Not only will this help to grab the prospect’s attention, but it can help to build interest and urgency. These pain points could completely change if the target audience were changed to people who are active and athletic.
Step 5 – Create a list of pain questions.
The next step in creating the best sales pitch is to create a list of questions that help identify whether the prospect has the pain points our product or service can solve. We call these pain questions.
It should be fairly straightforward what questions to ask because for each pain point we created in the last step, there is a question or two we could ask to see if the prospect has that challenge or concern. If we created a good set of pain points on the last step, this process should then lead us to creating a good set of questions to ask.
For the demonstration product, here are pain questions a gym membership salesperson could ask:
- How do you feel about your level of fitness?
- How do you feel about your appearance?
- How important is it to lose weight or get in better shape?
- How do you feel about your level of confidence?
- How do you feel about your personal relationships?
- How worried are you about medical expenses?
- Do you ever find yourself sad or depressed?
You would ask a completely different set of questions if you were selling a gym membership to people who were already in shape.
Step 6 – Create a list of current state questions.
Another set of questions for a good sales pitch is current-state questions. These questions help you learn what the prospect is doing in the area where our product or service fits.
When you are creating your current state questions, here are a few things you might want to ask about:
- Are they currently using or already have your product?
- Current vendor
- Systems and processes
- People
- Existing contracts
- Size details
- Current performance
Here are current state questions for the demonstration product:
- Do you currently belong to a gym?
- What type of exercise are you currently doing?
- How often do you exercise?
- What are some of your fitness goals?
- When did you last work on improving this area?
- Have you ever belonged to a gym?
- Have you ever worked with a personal trainer?
Step 7 – Create a good customer example.
An easy way to improve your sales pitch is by adding examples of other customers you have helped. Customer examples are very effective not only at building interest, but also at establishing credibility.
Long customer case studies are great, but they often include too much information for a sales pitch. To help, we created a 5-question template you can fill in to create clear, concise customer examples.
- Someone you helped
- Problem they had
- What you sold them
- Initial improvement
- Ultimate improvement
Here is an example of filling those in with our demonstration product:
- Customer: Woman in her mid 30’s
- Problem: About 30 pounds overweight
- Product: 6 weeks of personal training
- First improvement: Lost 40 pounds
- Second improvement: Got a new boyfriend
Think about how powerful it would be for the gym membership salesperson to share this story while giving a tour of the gym.
We hope these 7 steps help you create the best sales pitch! As mentioned in this non Gamstop sites You can play casino games from casinos not listed on Gamstop
