Selling isn’t easy, especially given the changes happening in the space. As sales become more conversational and relationship-driven, it’s important to make sure that your sales pitch is designed with the actual customer in mind.
A good sales pitch isn’t about pressuring someone into buying a product. Nor is it about being the fast-talking, slickest rep in the game. Authenticity and helpfulness come first—but if you’re not quite used to the new way of doing things, here are some ways in which you can reimagine the pitch and lock down more deals.
1. Listen More than You Talk
Yes, we’re talking sales tips for today, but this tip is a throwback to Dale Carnegie’s classic How to Win Friends & Influence People.
For one, people love talking about themselves. Meaning, when you set the stage for a conversation weighted more toward the prospect, you’re making them feel valued—like they’re interesting and that their opinions matter. That’s powerful. On your end, you’ll also reap the benefit of collecting more information about pain points, behaviors, and motivations—all of which can be used to present a tailored solution.
2. Determine Need
Uncovering the customer’s need does overlap with the last pointer, but it’s significant enough to warrant its own entry.
Whether you’re on the phone or you’ve deployed a chatbot to qualify leads, your job is to solve real-world problems for your customers.
Be prepared to show specific examples of how you’ve helped similar customers, but also what you can do for this team’s unique set of needs.
3. Make Yourself Useful
The goal of your sales pitch is to present your product or service in a way that resonates with your prospect. One way to do that is through storytelling—highlight examples of customers who have seen great results from your solution.
4. Prepare Yourself for Objections
Objections aren’t necessarily the same thing as rejections. Think about them as opportunities to reframe the conversation and demonstrate where you really can add value. If someone says, “we can’t afford to spend that much” then focus on the value you provide—the time saved, the money made. If they say they’re already working with a competitor, highlight your strengths as compared to company x.
If it’s about product fit, then you might find that a prospect might not be part of your target market. But, you should still seek to understand why they don’t need a specific feature or why they’re happy with what they’re using now.
5. Qualify Leads with a Bot
Okay, we may be a bit biased, being in the business of bots and all—but, chatbots can help you quickly qualify leads, set appointments, and collect information that can in turn inform your pitch. Our LeadBot, for example, automatically saves answers to qualifying questions, which can then be used to help reps customize their solution.
How are you modernizing your sales pitch for a buyer-driven world?