The problem you’re attempting to solve is the foundation of any persuasive presentation. If your sales team is struggling with a lack of quality leads and increasing price pressure, an inbound marketing strategy may be the answer.
Why? An overwhelming majority of today’s B2B purchases are made without ever involving a solution provider. Sales teams are no longer contacted until prospects have completed their due diligence, including product and brand evaluations, internal consensus building, and the establishment of purchase criteria. If you aren’t helping that process along with inbound marketing strategies, your sales team will likely have to rely on price negotiations to close deals.
A sales pitch is a presentation given by a salesperson to a potential customer to convince them to move forward with the sales process. Communicating with an audience can be done via phone call, electronic mail, or the tried and true method of standing in front of a group of people. Rather than trying to persuade a potential customer to buy, your sales pitch should demonstrate that you can help them solve a problem they’re having.
Neither salespeople nor customers have an hour or more to spare for a sales pitch in today’s fast-paced environment. It only takes a few minutes and has a straightforward format, but that’s all you need to make an effective pitch. The client’s issue is addressed, potential solutions are proposed, and the next steps are agreed upon.
Prospects can be moved further along the sales funnel with the aid of an efficient script and delivery. Make the most of your B2B sales pitches with the help of these examples. Sales pitches can be made more efficiently with the help of presentation templates.
If you want to have a productive conversation with your prospect, here are six guidelines to help you get started:
A successful sales presentation begins well before the presentation itself. A comprehensive investigation into the client, their requirements, and their problems is the first step. Demonstrate to the prospect that you have done your homework and can see yourself working well as a strategic partner with them.
Only 3 percent of people surveyed by HubSpot said they have faith in salespeople, so you’ll have to prove your worth to them before they’ll give you their money. Finding out the prospect’s pain points in the company and how they relate to your solution is a great way to avoid this and start a productive dialogue that can lead to a trusting relationship.
After that, salespeople need to make presentations that are tailored to the needs of each prospect. Thus, each sales presentation is unique and tailored to the specifics of the target audience.
Good sales presentations focus not on the features of the product or service being sold but on the needs of the target audience. The success of a sale depends on the salesperson showing empathy for the customer’s problems. The client should immediately understand that you are familiar with the current situation and have a workable solution to offer.
In a business setting, first impressions can be lasting and shape the course of the conversation. Initiate your presentation with a short hook:
Benefits, not features, should be highlighted in a sales presentation. Customers may not be interested in your product per se, but they are in the benefits it can provide to their business. Whether it’s an increase in profits or a decrease in expenses or both, they want to know what they’ll get out of working with you.
Think like your prospect does to come up with justifications for why they should listen to your pitch. You can brag about past wins that earned your client’s trust by demonstrating how they can benefit their businesses. Make the advantages you provide the focal point of your narrative. You could use a phrase like:
“We have done a lot of business with [company name] and [company name], but I don’t know if you’re familiar with our products. We achieved a lot of success together, and to this day, we remain partners. I’ve arrived at this place to lend a hand to other companies. Since our products are more durable and last longer, they can help you save money.”
The most effective sales pitches all have engrossing anecdotes. The potential buyer may be portrayed as the story’s hero on his or her way from A to B. The client is provided with a snapshot of the current state of the company and projections for its potential development. Inspiring action and providing a glimpse into the future, it does both.
Customers are more likely to feel invested in a company’s success when they can imagine themselves playing an active role in achieving those goals.
If the presentation went well, the prospect would be interested in hearing more about your company and the services you provide right now. Justify its value by detailing how it will ease their worries and problems.
Explain briefly what you could do for them without giving too much detail:
Our “XYZ” experts are ready to get to work on your problem right away. We believe that if you implement our products […] into your company over the next few months, you will see an increase in your company’s profit margins.
Following the presentation of the problem, the value proposition, and the proposed solutions, the salesperson should ask the prospective customer to make a decision.
In a successful sales presentation, the last sentence is always a call to action (CTA). Do not assume that potential clients will approach you to discuss working together in the future; in fact, 90 percent of them will not purchase unless you specifically ask them to. Whether it’s calling you back or setting up a free trial, lay out the exact next steps for your potential customer.
You can get an idea of the kinds of questions to ask by looking at the following
If you follow the aforementioned guidelines, you’ll likely come up with compelling material for your sales pitch. However, the truth is that this is insufficient for a compelling sales presentation. Here are some pointers to help you perfect your delivery:
Exude assurance. You should speak and act with self-assurance and energy. If you don’t have faith in what you’re selling, your customer won’t either. Inspiring those around you is a byproduct of genuine enthusiasm for one’s work.
Talk in layman’s terms. Using simple, straightforward language will help your audience follow your sales pitch. Don’t waste time giving a rambling speech about your business or the services you offer. Your objective should not be merely to impart knowledge to the purchaser, but rather to facilitate a conversation between you and the purchaser.
Add in some motions. A friendly smile or making eye contact can go a long way toward attracting people to you. These cordial overtures will go a long way toward cementing a favorable impression of you in the prospect’s mind. Make sure your body is loose and your posture is inviting.
Don’t assume that I’m trying to defend myself by crossing my arms in front of my chest. Prompt your potential customer to share their thoughts and then pay close attention as they do so. As a general rule, people appreciate being heard and recognized.
Now it’s your turn. What are your top tips for making a pitch effective? Let’s discuss this NOW!