How To Deliver The Perfect Sales Pitch

Pitching your product or service to a prospective customer is one of the most important steps on the long road of making a sale. By this point, you probably have communicated a bit with the prospect, arranging the meeting, making cold calls, perhaps even briefly approaching them in person. Since they have agreed to meet and hear your pitch, you need to be prepared and confident so as to give your best performance possible. Here are some tips to help you out.

Appeal to Emotion

Your success at selling your prospect will depend partly on your ability to understand them as a person. While their life of running a small business might appear dull on the surface, there is always an immense amount of passion that goes into starting and running a business, regardless of the industry. You need to tap into this and line your product up with the emotions and mindset of the prospect. In some cases this will be easier than others, but showing how your product can have an impact on both the business and their personal life can be a big selling point. Avoid going overboard, though. You don’t want to come off as desperate, nor do you want to cross any lines or come off as being insincere.

How Can YOU Help The Prospect?

The prospect will always assume that you stand to gain from this sale, and so automatically they may also assume that your interest is biased and therefore attempt to keep you in check. You need to make sure you are ready to help them see how your product is actually going to benefit them. That means that vague ideas of what the product can do will not cut it! You need to be ready and able to directly relate your product with the success of their company. Doing research into the kind of work they do and where your product can help them specifically will go a long way towards making your making the sale.

Address Problems and Concerns in a Positive Light

What is different about your product? Why should they consider buying your product now? Why should they buy from you? Knowing what previous concerns there have been with your product and being able to talk about how those concerns have been addressed will go a long way in convincing your prospect of the quality of your product and the sincerity of the salesperson or company behind it. It shows that you are knowledgeable about your product and that you are not simply trying to trick the prospect. Overcoming objections is an important part of any sales pitch, so while conducting research on your client, think about what kinds of objections they will throw your way to avoid making a purchase on the spot. 

Keep The Pitch Centered on the Prospect

Don’t waste your pitch trying to dazzle the prospect with everything your product can do. Instead, pick a few key facts about how your product or service relates to their business or lifestyle specifically and focus on those. You can, of course, mention all of the practical applications of your product, but keeping the pitch centered on the prospect and how they can benefit from it is critical. It can make or break your likeliness of getting the sale because if the prospect feels they are getting no value for their dollar, they are guaranteed not to do business with you.

Have Testimonials

Be ready with some testimonials. If you can convincingly show that other people are satisfied with your product, your prospect will become more comfortable with the idea of buying the it. Basically a prospect wants to know before they put any money down on the table how others feel about the worth and value of your product. If you are trying to sell them a product that is brand new, that no one has heard of, or that has no evidence of providing a valuable service, then your prospect is almost guaranteed not to buy from you, except perhaps without some sort of discount or special.

Ask them for their Business

Don’t feel embarrassed or out-of-line asking for their business at the end of your pitch. You really should tell them what you would like them to do. If you do not tell people the next step for how they can purchase your product, you are only hurting yourself. Put the idea of the purchase in their head. Have a system in place to make it easy to direct people to either a website or phone number by which they can purchase your product. You have not made the sale until money changes hands, so making that process as clear and easy as possible will go a long way towards closing the deal.