In this video, we discuss how to create a sales pitch for software sales.
Not a good sales pitch for software sales
Before we explain how to create a software sales pitch, we will first outline what is not a good sales pitch. For this, we can actually outline what most salespeople use, and that is what we believe is a product selling sales pitch.
A product selling sales pitch is where the salesperson primarily talks about their company and product, and emails and phone calls can usually follow these main talking points:
This is who I am and the company I am with.
This is what we sell.
This is what it does.
These are the packages and pricing.
Do you need what I sell?
Can I schedule time with you to talk about what I sell?
This approach can make selling more difficult for these reasons:
- The sales pitch is all about the salesperson’s interests and not the prospect’s
- Prospects get a lot of emails and calls from salespeople every day
- This approach sounds like a salesperson trying to sell something
- That will create more objections, rejection, and resistance
- Prospects are likely not in buying mode for what the salesperson sells
- This creates missed opportunities with fewer leads and closed deals
An alternative approach for a sales pitch for software sales
Another way to go is to focus more on the prospect instead of the prospect. We break this pitch down into these areas:
- Value: the benefits the software can deliver to the prospect
- Pain: the pain points the software can help make go away
- Questions: an optimum set of questions to learn about the prospect’s pain points and needs
- Product: key details about the product and how it is different from the competition
- Customer examples: examples of how the software has helped other customers
Sales message brainstorming process
In this video, we show you a step-by-step process you can go through for how to create a sales pitch for software sales that will take you through those steps. We use a fictional product in the video for inventory management software, but you could certainly follow along and go through the steps with the product or service you sell.
Using your software sales pitch
The sales message brainstorm will help you create an optimum sales pitch for the software you sell. It is important to point out that this process does not create a sales script; this is your sales message and your sales pitch, which is an optimum set of talking points and questions for the product or service you sell.
You can use the sales pitch created by this process to create your sales script and many other sales documents and tools. Each step of the sales message brainstorming process creates a set of bullet points, which are building blocks. You can then easily mix and match those building blocks to create sales scripts, email templates, objection responses, and more.