National Sales Center

Sales Pitch That Works

Personally, I don’t like the term “Sales Pitch”. It reminds of an infomercial but what I think about “Sales Pitch” is not important. What’s important is that you use the term and that’s how you found this article. My goal is to make it easy for you to find me. So, here is some advice about delivering an effective Sales Presentation, excuse me, Sales Pitch.

I don’t like the term Sales Pitch because it sounds like it involves some tricks or manipulation. I don’t do that kind of sales training because the Top Pros never use tricks. Here is what you need to know about a sales pitch.

I want to cover both the internal and external components of an effective Sales Pitch. By that I mean how it should be delivered and what speaking points must be contained in the Sales Pitch to make it effective.

Sales Pitch External Components

How you deliver a sales pitch is just as important as the pitch itself. The key to being believed is to be believable. Prospects see through “smoke and mirrors” so never go over the top. Stay excited and focused on the message. You will never be convincing if you are not first convinced.

Sales Pitch Internal Components

Let’s discuss the speaking points must be included to insure the effectiveness of your Sales Pitch.

Sales Pitch Must Focus On Benefits

Remember, no one buys a mop. Instead, they buy what they want/need, they buy the clean floor. So, sell the clean floor. During your Sales Pitch, you must focus on customer benefits. The mop’s only benefit is the clean floor.

Sales Pitch Must Include Detailed Data

A Sales Pitch is not about a bunch of words that have no direction. An effective Sales Pitch tells a well – constructed story that is rich in details.

• Exactly how much cleaner will that floor become after using that new mop?
• Exactly how much faster will you be able to clean a floor using that new mop?

Sales Pitch Provide Evidence To Support Your Claims

Just because you are delivering a Sales Pitch is no reason to become a Pitchman. You need to establish credibility with your prospect and you do that by supplying evidence to support your claims.

• If you tell a prospect that mop is durable, you need to discuss how it was constructed.
• If you tell a prospect that mop picks up more dirt, you better explain why that happens.

Sales Pitch Should Interact With Your Prospect

A sales pitch should not be a lecture. You must interact with your prospect during your Sales Pitch and make that interaction part of your overall sales strategy.

Ask your prospect,

• How would you benefit from that?
• If you could ask for more, what would you ask for?
• Isn’t that what you want, need?
• Isn’t that what you are looking for?

These open and close-ended questions will insure your Sales Pitch is interactive. The key is to get constant agreement from your prospect throughout the sales pitch.

One addition point needs to be mentioned. At the end of your sales pitch, YOU MUST ASK FOR THE ORDER! I feature this point in every sales training CD I produce.

Well there you have it, some quick sales training about delivering an effective Sales Pitch. You can always learn more from my sales training videos.

May all your sales pitches result in an order!

Nick Moreno
Sales Trainer

ADDITIONAL ARTICLE OF INTEREST

How To Get Through To The Decision Maker

Tags: Sales Training