When you boil it right down, what makes a great sales pitch as opposed to a run of the mill one? In this weeks article, we break it down to the basics.
Okay, so yes, it sounds obvious! But the best sales person's idea of preparation is far removed from the mediocre, and having a clear plan for both getting a compelling message across and for troubleshooting your way through any obstacles is one of the best weapons in your selling arsenal.
Good preparation bleeds through into every other area of a great sales pitch. Here are some starting points to consider.
Know your audience.
Know their business.
So you've got a great product and you have a brilliantly structured plan to deliver your sales pitch... But are you ready to field an unexpected question, or one that will force you to deviate from your prepared approach?
Practice being uncomfortable and experiment with different scenarios and how you can recover seamlessly to regain control and get your pitch back onto your terms. There's more about dealing with discomfort during a pitch in our article on getting over your nerves.
You can't know everything before you walk into a sales presentation. Two way communication is essential and the more you can find out, the easier it will be for you to close, or even to offer up alternative solutions that could be of more benefit to both you and your client.
Listen, build rapport and get enough insight to really understand what you're being told. Ask for clarification or more information, because it could be the client asking for help!
Compromise is at the heart of deal making or deal brokering and so often it's overlooked. The very best sales people don't actually sell. They negotiate.
Before you walk into your next sales pitch, know beforehand what you're actually prepared to walk away with feeling happy about.
By planning effectively, navigating through objections and getting enough information, you can put yourself in a situation where you're able to close a mutually acceptable deal that makes both you and the client happy, and a happy client is a long term client.