Tips to help you craft an effective sale
prospects are smarter and demand a more sophisticated approach
To begin with, make sure to ditch the customary meaning of the world ‘pitch’. It
is meant to describe what sales people were used to do – deliver information in the hopes of selling a service or
product before allowing the buyer a chance to slam the door in their face or rudely hang up the phone. Things have
changed in sales business and salespeople are treating the ‘pitch’ process of a sale differently.
A better understanding of
pitching a sale
The president of the website businessbyphone.com, Art
Sobczak, has recently mentioned that pitching a sale summons images of a presentation that can only go one way.
The salesperson talks at someone/something, and that’s not a really smart way to sell. If you decide to take the
term literally and make it part of a sales process, it’s important to switch it up a bit.
|The old-fashioned "trust me" approach is long gone and
today's clients require
a more sophisticated and benefits-driven approach in crafting an
effective sale pitch
What does it mean when somebody tries to pitch something at you? They’re basically
throwing ideas, information, or products straight at you. Hence, when someone throws something, you swing to give
it back. So it’s not a good way to sell. Individuals have the tendency to believe that a pitch must always come
with a catch. Therefore, apart from baseball, the word ‘pitch’ must not be used, especially if we’re talking about
the sales business. You can modify the term and use ‘recommendation’ for example, because it will appeal to people
The “Queen of Cold Calling”, Wendy Weiss, highlights that people don’t respond
very well to the word ‘pitch’ because it means talking at someone, not to someone. So it’s not a very efficient way
of communication. If you want to come up with a good pitch, you are advised to ask questions, offer solutions to
the problem, and listen to the other party.
Get to know the
A salesperson needs to know his buyer in order to emphasize the genuine value of
their service or product. If you’re unable to identify the significance and what it could symbolize for a
prospective client, that client won’t grant you his attention. Make sure that you know your goals, and by doing
that you’ll manage to get the attention of your buyer. Engage in a discussion and reach an agreement
|Value and benefits driven approach, accompanied by
is more likely to deliver successful sales.
Prior to calling clients to pitch your product, make sure to set up goals that are
action-oriented. Express what you want to achieve out loud and don’t hesitate to think big. As long as you’re
focused on your goals and you’re prepared enough, you’ll manage to achieve great things in the sales
How to start a sales
You might think you know everything, but it’s never too late to learn. Hence,
start by asking questions. Experts have mentioned that a salesperson is advised
to talk in proportion of 20%. The other 80% should be reserved to listening. Listening to a buyer is an
excellent way of uncovering their needs. You have the chance to understand what they might want, and that’s a
great way of screening that what you’re selling might suit them. Let them talk and when they’re done, it’s time
to present your product slightly introducing reasons why your product will help.
Don’t insist on your product’s functions and focus on the characteristics. Sell
the value or the benefits of that product. Inform your potential buyers that it can reduce time, cut costs, and
boost profit, and so on. You can also talk about how your product managed to help others. However, focus on
relevant information only, don’t be vague, and don’t beat around the bush.
|To start your sale pitch, ask questions and let your
to better understand what they want and how to offer your product or
Communicating with a
Rather than formulate a sales ‘pitch’, formulate a recommendation making use of
their own language. Use their words against them and they won’t object. At the end of a conversation, try to demand
a commitment. You can make them promise that they’ll consider your recommendation, and if they agree than it’s a
sign you did a good job. Always remember one thing: if you craft your sales pitch under the
idea of talking non-stop you’ll probably fail. However, if
you’re willing to engage in a conversation and make a connection with your prospect, you’ll have greater
chances of success.
| Selling Tips and
||• Craft an Effective Sale Pitch - Tips for better
understanding of what pitching a sale is, and how to create an effective sale pitch that
emphasizes the value and benefits of your products or services.
Hard Selling and Listen - How to connect with the client by listening, and
close that deal, without trying too hard and looking desperate to make the sale. In the long run,
this approach will bring you more sales.