Whether a sales pitch pumps you up with adrenaline or fills your heart with fear, there's no doubt that it's an essential part of the sales process.
No matter how great your product or service is, the only way for your prospects to understand why they need it is if you present it in an engaging way that showcases its value.
In this article, we'll tell you three powerful sales pitch strategies that will improve your chances of landing the sale.
Keep reading to learn more.
1. Research Your Customer's Needs and Craft a Powerful Story
The first thing that every salesperson should understand is that there is no "one-size-fits-all" approach to sales. Every single interaction that you have with a buyer will be different. They have different situations, wants, needs, and styles that will affect how they use your product or service.
Before you pitch your idea to the customer, you need to have every single answer to all of the tough questions that they may have. Rather than a salesperson, you need to be the "trusted advisor" in the situation.
If you do your homework on the prospect's industry and the problems and issues that they are facing or what their competitors are doing, you can boost the value of your product for them. Once you understand their needs, key in on them.
Along with your research, make sure to listen to them. Ask open-ended questions to find different aspects that resonate with the client. This is much more effective than just using the same generic sales pitch about your product for each customer.
Once you do your research, it's time to craft a powerful story that your audience can relate to. Do your best to humanize your company and turn them into friendly people with whom they can relate.
Use emotions like empathy, awe, outrage, and motivation. Clients will quickly forget numbers and statistics, but they'll remember how they felt during the presentation.
2. Customize Your Sales Pitch to the Customer
After the crucial research taken in step one, the next step is to further personalize the sales pitch to the person you're pitching to. Although it might seem like a lot of work, the truth is that your sales pitch should never sound the same twice.
Use specific stories and examples for your customer. The more that it relates to their lives and situations, the higher chance that they will buy. When people decide on purchases, they base it on emotion and justify the purchase with logic. It's important to hit both points to finish that sale.
If they need more speed and efficiency, focus on that. If they're worried about the security of their home or business, focus on that.
With all of that said about creating stories and personalization for the customer, it's a good sales pitch strategy to keep it short. Focus on what benefits your customer will receive and cut to the chase of the offer.
There are several reasons for this. First, people are bombarded with sales pitches on a daily basis and have a short attention span for them. Using a short pitch that stands out from the crowd will help you stand out.
Secondly, you want to have enough time at the end of the sales pitch for a real discussion. Let the prospect ask any questions they may have so you can address the objections with the exact information that they need.
This time can be used to build a trusting relationship and a sense of familiarity with the audience. When it comes time for you to follow up on the sale, it will be much easier to move forward.
3. Focus on Benefits and Value and Sell With Conviction
A common mistake that many salespeople make with their sales pitch techniques is that they focus on the features of their product or service rather than the benefits. Features and numbers might look good on paper, but they aren't what win over prospects in the long run.
Don't just go over bullet points about your product with the prospect. Focus on how those features will change that person's life. For example, instead of simply telling the prospect about a 500-horsepower engine, tell them about how the speed and power will make every person's head turn and how it will make the prospect feel.
Do your best to showcase the value the product or service will bring to them. Answer the question: what's in it for them? Put yourself in their shoes and really dig in on how this product will improve their lives.
For example, if you sell high-quality travel luggage, don't just assume that they want your most expensive product. Research what problem your target customers are trying to solve. Maybe their current luggage is too heavy or doesn't have the kind of storage compartments that they want.
With this research, customize your sales pitch to their needs. The more you understand them, the better chance you have of touching a nerve on what it is that they need.
Finally, a great way to improve your sales pitch is to think about the sale as transferring your true belief of the product to your client. To sell with true conviction, you must really believe that your product or service is the best possible solution for them and their problem.
The more conviction you can bring to the sale, the more convinced the prospect will be.
Improve Your Sales Pitch and Land More Clients
If you truly believe in your product or service, you need to learn how to translate that belief into value for your customer. The key to improving your sales pitch is research, empathy, and practice.
The more you understand about your prospect, the better story you can craft that will speak to their specific needs. Focus on how it will change their lives with tangible benefits and true value, and you'll be well on your way to landing more sales.
Author: Kevin Ruef
Kevin Ruef co-founded 10-8 Systems after exceeding multiple companies’ sales records (both domestically and internationally). With more than a decade in sales, his experience ranges from B2B, B2G, and B2C. Since the company’s start in 2019, Kevin has been responsible for business development, strategic partnerships, and business operations.
