In this blog post, we are going to provide a crystal clear process that you can use for how to make a sales pitch.
What Not to Do When You Make a Pitch
Before we discuss how to make a sales pitch, we want to outline some things that you might want to think about not doing when you make a pitch.
Try to Not Sound Like a Salesperson
We believe that people don’t enjoy being sold to. That they don’t mind buying products, but it does not feel great when someone tries to sell and talk them into something.
If you agree with that, then you may want to do what you can to not sound like a salesperson. Since you are indeed a salesperson with something to sell, we think you can still do your job (actually do it better) by sounding more like a business person or a consultant.
The recommendations that we will make for how to make a sales pitch will help you with this.
Don’t Make it So Much About You
One thing that many salespeople do wrong with their pitch is that they make it all about them. They have a product to sell and all they want to do is talk about their company and product and this is a very “all about me” type of way to interact with someone.
We feel that you can have a more powerful pitch if you make it more about the prospect than about you and we will show you how to do that.
Step 1 in Making Your Pitch – Have an Elevator Pitch
The first step in how to make a sales pitch is to create and use some sort of elevator pitch. This should be a one to two-sentence description of how your products help.
This is not an explanation of the products that you sell or what your products do. It is how your products help.
Your elevator pitch can be used at many different times. You can use it as you open a cold call, as you introduce yourself while networking, or as you start a sales presentation.
Step 2 in Making Your Pitch – Ask Good Probing Sales Questions
The next step in how to make a sales pitch is to create and ask good sales questions. This is not only helpful for your goal to make the conversation more about the prospect and less about you, but it will also help you to extract valuable information from the prospect.
Step 3 in Making Your Pitch – Talk About the Problems You Can Resolve, Minimize, or Avoid
If your products help your prospect in some way or another, then figuring out the problems that those benefits help to resolve, minimize, or avoid will be very valuable to your pitch.
If you can discuss these problems, either in a way to explain how you can help the prospect or in an effort to explore if your prospect has any of the problems or concerns, you will greatly improve your ability with how to make a sales pitch.