A good sales pitch isn’t just a compelling story. You’re creating an environment where the prospect feels heard and empowered by your solution. Tailoring your approach and building a meaningful rapport with the prospect – rather than throwing out facts and features in hopes of getting something to stick – will help you build credibility, engage your audience and close the deal.
Here are a few key tips to nail your next pitch…
Picture yourself as the prospect
By reviewing the pitch as a prospect, you’ll be able to identify potential holes that could be “poked” in the meeting. This will allow you to prepare answers to their objections ahead of time and tailor your message to the unique needs of their business.
Come at it from their angle by doing your research and identifying their short-term and long-term goals (e.g. growth, cost reduction, engagement). 82% of salespeople are not aligned with the needs of the buyer. So make sure your pitch is different each time you deliver it to account for the prospect’s unique point of view.
Make the prospect look good
Prospects are people too. The conclusions they make about your product or service is not only guided by rational decision-making but also emotional appeal. Finding ways to empower your prospect and make them look good inside the organization will serve as an emotional hook.
Help them understand the active role they’ll play as a result of using your product or service. If you feel like your pitch only serves you and not your prospect, then it’s probably not a good fit for a partnership.
Simplify the sales process
Take a step back and assess the adoption process. Look for steps that could delay or complicate things and find ways to work around them. Take the opportunity to think creatively about how you can create a leaner, more frictionless experience for the prospect.
This is a mutually beneficial exercise. Identifying roadblocks in the sales process will increase productivity. Sales reps spend as little as 41% of their time selling so better time allocation is critical to success.