Sales process. It's about your mission, your brand statement, your business card, and your company's personality, all rolled into one brief and compelling presentation. And since you only have seconds to make an impression and hold your prospect's attention all the way, delivering a sales pitch that really connects is no small feat. A sales pitch is essentially a two-way conversation between you and your prospects. It not only moves from point a to point b in your sales process, but it should also help you learn more about your prospects and how you can add value to their business. So what does a good sales pitch look like? What should it include (and avoid)? Here are seven elements of a good sales pitch that will help you build powerful connections every time you go to bat.
1. Research only 13% of buyers agree that sellers truly understand their needs. That's a pretty dismal statistic; if you don't understand your company mailing list customer's problems, you have no chance of being part of their solution. Buyer personas and case studies can't go any further. You also need to demonstrate to the buyer that you're getting it and offer a way to resolve their issues, or you're not going to connect with them in your sales pitch. Effective sales pitches don't have to be cookie-cutter scripts that never change - they have to meet your buyer's needs.
Savvy salespeople know how to tailor their delivery based on the prospect's business, priorities, and end goals. The only way to do that is to do research. Before you say a single word, you need to know who you are going to talk to. What do you know about their company and their industry? What customers do they serve? What pain points do they feel your business could alleviate for them? This step is especially important if you're talking to someone who doesn't know you or your business. If you don't trust the brand, you'll have to work even harder to prove yourself. Showing up front that you know something about your prospect and their needs tells them that they're more than just a sale to you and can go a long way in getting them to listen to you.