Marketing Strategy

6 Steps for Delivering the Perfect Sales Pitch

March 03, 2017

Corey Savard

Your sales pitch is what closes the deal.

Sure, there's RFPs, emails, and meetings, but if you bomb your sales pitch, none of that matters.

The sales pitch is no longer a document filled with numbers and profit margins -- it's one-on-one communication between you and your prospective customer. So if you want your light bulb moments to turn into a profitable business idea, here are the steps to a successful sales pitch:

1. An honest pitch

Let’s be honest. A pitch deservedly gets all the attention because it can make or break the transaction.

Use your pitch to show how much you believe in your product or service. The way you feel will tell the lead how passionate you are and how much you will push to ensure its success.

If there’s only one thing you do -- make them believe.

Make the idea sharing part more personal by telling them the backdrop to your idea development. Take them through the journey of how the idea was born. If they can see the journey you have seen, they will also see the success and strengths that you see.

2. Emphasize the benefits

The best of ideas are rejected if they don't benefit the lead because he or she sat through numerous pitches.

You should also ensure that the lead has no doubts. This will open the doors for you to communicate how the relationship will benefit them. Do not go overboard by listing as many benefits as you can think of. List the most interesting and relevant.

If they are intrigued, you have already done the hard part of grabbing their attention.

3. Get straight to the point

A perfect sales pitch is short but decisive because it tells the lead what’s in store, without actually revealing the details. Once they're hooked, be sure you follow it up with content that matches their level of interest.

It is considered to be a good trait if you also have an elevator-pitch version ready with you. You never know how and when the opportunity might come for you an upsell.

4. Remember: you are the expert

Be prepared for a series of questions midway through your pitch. In fact, I suggest you look forward to it. Firstly, it gives you the chance to know that you have done your homework and know what you are talking about. More importantly, it shows that the investors are interested enough to clear all the questions that they have in mind.

This gives you the chance to show them you've done your homework and know what you're talking about. More importantly, it shows the lead is interested enough to go through all the questions they have in mind.

Be prepared with numbers, well-researched articles and anything else you need to help in answering questions. Some leads also ask questions to see how you handle confrontations. Keep your cool and take it as a sign they are already thinking about doing business with you.

5. Personalize your pitch

A good pitch gives the presenter an opportunity to talk about their company's accomplishments. Make room for it in your pitch and paint a picture of your company as one that has a long history of success.

Also, remember that it will eventually be people coming together to do business. Adding personality to your pitch will tell the lead what kind of person you are. When you are looking to form a long-term relationship, this is the best place to start.

The impact of a pitch depends as much on the personality of the deliverer as it does on the content.

6. Stand out

Make an effort to make your pitch different from the many that a lead has already sat through. This will increase the chance of your pitch being remembered.

 

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