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 sound difficult or counterproductive if you are a salesperson trying to sell something, but we believe 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, but you should also try to do some small things to avoid turning the prospect off, which 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 talking more about the other person and less about yourself can engage them.

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, discussing their challenges, and discussing how they can improve things.

 

Focus on the value that you offer.

When delivering a pitch, focus more on the value your products offer. This is not what your products do; it is what they help your customers do (or improve).

This will not only help you build more interest, but it will also most likely help you communicate more clearly by speaking a language that the prospect understands.

 

Ask good probing sales questions.

We believe that the best salesperson is the one who asks the best questions. However, we also feel that most salespeople don’t ask enough questions. Therefore, one key to a successful sales pitch is to have a list of good probing sales questions.

If you think that makes sense but are not sure what questions to ask, one process you can use to develop a good list is to look at the problems that your products help to resolve, minimize, or avoid. For each problem, you could ask your prospect one or two questions to see if they have that concern.

 

Share common problems that your prospects experience.

The questions we just discussed should identify a prospect’s pain points or concerns that you can help fix. If the questions don’t 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 acknowledgment or confirmation on the prospect’s side.