Here are some clear steps that you can take when writing a sales pitch.
Step 1 – Think about the product that you want to sell.
When you begin writing a sales pitch, stop to think about the product that you are trying to drive demand for. This may be a very quick step to take as you may know exactly what product you want to sell.
But there could be a scenario where you sell multiple products and you might need to think about whether you want to create a pitch that sells all of your products, one product in particular, or you could group your products into different categories and have a pitch for a set of products.
Step 2 – Think about the target buyer that your pitch is for.
Many salespeople will create a sales pitch that works for everybody. In other words, it is fairly general and the pitch will work regardless of the type of prospect.
A more sophisticated way to go when writing a sales pitch is to tailor your pitch according to the different buyer personas that you interact with. When you change the type of prospect in terms of industry, size of business, department, or level in the organization, you can sometimes change the interests, needs, and pain points on the buyer’s side, and adjusting your pitch can improve your results.
Step 3 – Identify the benefits your products offer.
At this point, we know the product that we are wanting to sell. We know the type of buyer that we are creating a pitch for. Now stop to think about the benefits that the product delivers to the target buyer.
These benefits can be used to create your elevator pitch and be used to generate interest in your pitch.
Step 4 – Create a list of pain points resolved.
To help with writing a sales pitch that grabs a prospect’s attention and motivates action, try to create a focus on the pain points that you can help the prospect to resolve, minimize, or avoid.
One way to create an optimum list of pain examples is to look at the benefits that you offer. For each benefit, there usually is a corresponding pain point that is resolved, minimized, or avoided.
Step 5 – Develop good probing sales questions.
The best salesperson is the one that asks the best questions. If you want to create a pitch that is powerful and leads to improved results, you should include good probing sales questions that help you to extract valuable information from the prospect.
One way to arrive at an optimum list of probing sales questions is to look at the list of pain points that you came up with in Step 4. For each pain point, there should be one or two probing sales questions that you can ask.
Step 6 – Have clarity on what you are closing for.
The last step in writing a sales pitch is to have clarity on what the steps in your sales process are and then design your pitch so that it focuses on closing the prospect on moving to the next step.
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