How to be a sales pitch Ninja
Let me start by saying that I know that the phrase “sales pitch” is antiquated but I wanted to get people to read my blog; besides you know what I mean. Now that we have that out of the way I can start.
Nowadays, an effective sales pitch is a two-way street — a conversation where you actively listen to the person that you are talking and ask real questions. This will help you identify the challenges that they are facing. Only then can you offer a solution.
Top tips to the perfect sales pitch
Be genuine – A good sales pitch starts with a great first impression. Make a memorable and positive initial impact by being genuine and honest. Seek to engage with people to know more about them, not just to sell them your product or service. If you are at a networking event it’s important that you are short (that’ not to say that tall people won’t be successful), and to the point. Have a conversation that will resonate long after you are gone and they have talked to thirty other people.
One size doesn’t fit all – Your sales pitch should be different each time you deliver it. This can’t be emphasized enough. If you come in with the story from only your angle, it will be obvious that you only have your agenda in mind. Be prepared with a few short and memorable stories that will make you stand out and will illicit questions that give you the opportunity to build rapport.
Have an objective – Don’t pitch your products or services for the sake of making a pitch. Every pitch needs an objective, a specific goal, and a desired outcome. It’s crazy how few people actually understand the objective of their pitch, especially given how easy it is to find tips on how to perfect your sales pitch. It is important that you know what you are trying to achieve and what the buying signals are.
Bring the pain! – In your pitch, push where it hurts the most. Wherever possible, use the customer’s own words (COW’s) to describe their problems and frustrations. Do you remember the ad campaign for Verizon Wireless in 2002? It milked the simple phrase “Can you hear me now?” for almost a decade, to describe the frustrations that their customers were having with other networks. This was a huge success and made the company millions. What pain relief can you identify and resolve for your customer?
Rub salt in the open wound – Once you have found the pain point put a little salt in it. You want them to feel a little uncomfortable. This is where you can save the day. It is an art but the more you practice the better you will become. Women are naturally good at this.
Impress their pants off – Why should someone buy from you, and not your competitors? Give your prospect a glimpse of your ‘secret sauce’, USP: that special something that makes your product stand out. This is where you surprise and delight your potential customer with something that will make their eyes widen. Apple are exceptional at doing this. In 2001, when they launched their first generation iPod, they announced that it gave their customers the ability to keep “1,000 songs in your pocket;” a concept which was unheard of at the time.
I’m sure all you business guru’s out there will find other steps and ways of using your sales pitch to wrestle potential customers into submission and that’s ok. There is no perfect 7-step guide. I just wanted to share a few ideas to add to your toolbox.
Quiz Media regularly does business conferences and networking events. We also offer sales training and consultation. Give us a call if you want to chat.
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