How to Deliver a Good Sales Pitch Edited by Laura, El León, Maddie Anderson, BR and 6 others Let's face it, you might be the brightest individual with the best idea or roduct to sell but when it comes to selling and itching rosects, it can be !uite a challenge" #here do you start, how do you aroach the rosect and what is the first thing you say$ Let's ta%e a loo% at how you can confidently ma%e a sales itch and eliminate the common errors" Steps &" & Prepare.f you find yourself stammering or beating around the bush in your sales itch then it means you are ill reared for your tas%" Ad ("
Research. )rearation begins from researching about your rosective client, finding out whatthey li%e, the time they are available, the way they li%e to be aroached and what they do not
li%e* +oing in blindly into a sales call or aroaching a rosect with no clue about who theyare is a timewasting ris% which often leads to nothing but embarrassment*
Know your product. .nowledge about your roduct and the benefits that it gives to thecustomer will give you full confidence and show that you really %now what you are tal%ing
about" t will hel you handle ob/ections effectively and not let the sale /ust sli away" Ever feltli%e you had almost closed the deal and then the rosect /ust changed his mind at the last
minute and the sale was gone$ 0his can easily be avoided by handling ob/ections very well and
reassuring the rosect with solid facts but you cannot do this when you are totally cluelessabout your own services or roducts"
Set your objectives. Be it cold calling or showing u for a rearranged meeting or head huntingfor new clients outdoors, t is all ointless if you have not set your ob/ectives for that articular
activity" f it is a sales call, set the time you would li%e to send on the call, who e2actly youwould li%e to sea% to, why them in articular, what you have to offer and your desired
outcome" 3our desired outcome could be closing the deal over the hone, arranging for a
meeting, getting an email address""" whatever it may be, you must write it down and chec%whether you achieved your ob/ective after the call"
Greet the prospective client in the right way. +reeting the client sounds li%e a simle tas%"Many eole thin% that all you need to say is, 5+ood Morning Ma'am7ir"5 8nfortunately, this is
not the best way to go about it"
• 7tarting with submissive greetings using words li%e 7ir and Ma'am might initially sound
resectful but in actual fact, using such words uts you under the rosect's feet" t gives
the imression that you are begging and oens u a good latform for the rosect to
ob/ect li%e the 7ir and Ma'am that you have made them out to be"
• Rather than this, it is better to greet a rosect by their name and title" 7imly 5+ood
morning Mrs 9 or Mr 9"5 t ma%es things so much simler" 8sing a greeting li%e this
instead of a more formal or submissive tone will hel to avoid getting eole's guardsu"
Get to the point. t is good to create a casual conversation but overdoing it could offend the rosect" 7aying things li%e 53ou loo% retty today5 or 5 li%e your office5 is o%ay but it doesn't
have to be overdone or done in an obviously inaroriate situation" But how do you %nowwhether the rosect will ta%e your casual comments well or not$ 3ou don't* 0he best thing is
to be rofessional and on target, don't beat around the bush"
Make a two way conversation not a lecture ;ervous sales eole often want to ma%e theirsales itch and /ust run away as soon as ossible" 0hey often get caught in tal%ing for ages and
then as%ing the %iller !uestion 5Are you interested$5
• Loo%ing at it from the customer's oint of view, the imression you give would be that
you really don't care about what the customer needs and all you want is your own selfish
gain"
• <onsulting with the customer and as%ing !uestions about their interests and their ast
e2erience with similar roducts creates a consultative dialogue which will get you the
!lose the deal. After itching and consulting with the customer to find out their needs andinterests, the final crucial ste is to close the deal" A good way to do this is to run through the
benefits of what you are selling and the solution it will rovide for the needs the customer saidhe has"
• >or e2amle if you are selling advertisement you could end your itch with something
li%e, 5As you said Mr 9, your comany is loo%ing for more brand awareness and new
clients" ?ur mar%eting solutions will rovide you with the brand awareness you areloo%ing for" f you could allow me, can run you through the rocedure of advertising
through us"""5
• 0his is a simle, indirect way of as%ing 5Are you interested$5
