It can be easy for different salespeople to see the sales pitch as meaning slightly different things. Some will see a pitch as more of a presentation. Some will consider it the moment when you are trying to close the prospect on purchasing.

We see them very clearly, and we will outline that here in case you would like to adopt the same perspective.

 

Everything that is Said to Prospects

We see a sales pitch as everything said, both orally and in writing, when communicating with prospects. This can include phone prospecting calls, networking, prospecting emails, voicemail, and even what is said on a website or in a blog.

 

It is not Talking About Your Products and Services

Some salespeople think a sales pitch means that you primarily talk about your products and services when you deliver them. We don’t think this is the case, and we believe that a more robust pitch talks very little about your products and services.

In addition, we mentioned that you are delivering a sales pitch every time and how you communicate with sales prospects, and we want to emphasize that we are not telling you to talk about your products and services in every prospect interaction. We recommend you do the opposite in the sales pitch, minimizing how much you talk about your products and services.

 

Elements of a Sales Pitch

As we just pointed out, many salespeople see a sales pitch as just a series of talk tracks that outline the products they sell and explain what they do. Yes, that can be part of your pitch. But here are some other elements to add around that.

Value Proposition
Talking about what your products do is more of a functional detail. You have to take that explanation one step further to think about how that helps your prospect, which will help you arrive at the value proposition for your product.

Name Drop Examples
One of the best ways to explain how you can help and build interest is by sharing a quick example of how you have helped someone else.

Common Pain Points
There is a good chance that your products help your prospect to resolve, minimize, or avoid some challenges or problems. Sharing these problems can also be a great way to build interest and communicate how you can help.

Probing Sales Questions
The one element of a pitch that we feel many salespeople don’t focus on enough is asking good probing sales questions. These are questions that help you to learn more about the prospect and to see if they have problems that you can help them to resolve, minimize, or avoid.

We hope that some of those ideas help and improve how you see the sales pitch meaning.