Here are some clear tips for how to do a sales pitch.
Try not to sound like a salesperson.
The first tip that we have for how to do a sales pitch is to try to avoid sounding like a salesperson. This may either sound difficult or counterproductive if you are indeed a salesperson trying to sell something, but we believe that buyers don’t feel great when someone is trying to talk them into buying something.
We feel like not only do you want to do some small things to make a person interested, you also should try to do some small things to avoid turning the prospect off and it starts with this tip.
Talk more about the sales prospect.
Whether you are talking to a sales prospect or having a conversation in a personal setting, we believe that you can make the other person more engaged by talking more about them and less about you.
This is such a relevant point for how to do a sales pitch because it can be easy for salespeople to focus a lot of a conversation on their own stuff like their products and their company. This is understandable because they want to sell to make commissions and hit their quota and sales targets.
We recommend tweaking this a bit to decrease the “all about me” type of conversation and make it more about the prospect by asking them more questions, talking about their challenges, and talking about how they can improve things.
Focus on the value that you offer.
When trying to deliver a pitch, try to focus more on the value that your products offer. This is not what your products do, it is what your products help your customers to do (or improve).
This is not only going to help you to build more interest, it will most likely help you to communicate more clearly by speaking language that the prospect understands.
Ask good probing sales questions.
We believe that the best salesperson is the one that asks the best questions. And we also feel that most salespeople don’t ask enough questions. With that being said, one of the keys with how to do a sales pitch is to have a list of good probing sales questions.
If you are thinking that that makes sense but you are not sure what questions to ask, one process you can use to develop a good list of questions to ask is to look at the problems that your products help to resolve, minimize, or avoid. For each problem, there are one or two questions that you could ask your prospect to see if they have that concern.
Share common problems that your prospects experience.
The questions that we just discussed should identify the pain points or concerns that a prospect has that you can help to fix. If the questions don’t do a uncover any challenges on the prospect’s side that you can help with, you can be a little more direct with how to do a sales pitch and just share some of the problems that you can help with to see if there is an acknowledgement or confirmation on the prospect’s side.