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

We have a very clear way that we see them and we will outline that here in case you would like to adopt the same way of looking at things.


Everything that is Said to Prospects

We see a sales pitch as everything that is said, both orally and written when communicating with prospects. This can include phone prospecting calls, what is said while networking, in prospecting emails, over 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 that a sales pitch means that you are primarily talking about your products and services when you are delivering your pitch. We don’t think that this is the case, and we believe that a more powerful pitch talks very little about your products and services.

In addition, we mentioned that you are delivering a sales pitch every time and in the way that 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 actually recommend you do the exact opposite in the sales pitch, meaning that you minimize 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 being talk tracks that outline the products that 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 and this will help you to 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 be a great way to also build interest and communicate how you 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 the 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.