Top Tips For Great Sales Pitching | Accordium
Do great salespeople make good pitches or do great pitches make good salespeople? Whatever side of the debate you land on, the most successful salespeople in any industry know how to put on a good show when it comes to pitching their product or service.
Whether you’re completely new to sales or simply looking to brush up your skills, we’ve got you covered. In this blog post, we share our insight into creating a great sales pitch.
Plan, plan and then plan some more
If you know what you’re selling inside out, have delivered pitches time and time again and know all the stats and specs like the back of your hand, being told to plan your sales pitch might seem like a step in the wrong direction. But even the most experienced sellers should plan their pitches.
Pitches are tricky to get right—you need to give all the information needed to secure a sale or get the prospect to take the next steps, without dragging on too long. However interested your potential client may be, they don’t have lots of time to spare. Having a script in place ensures you get to the point without missing out crucial information that could be the make or break of your pitch.
But when we say have a script, we don’t mean read from one. Although notes on your pitch are a sign of preparation, reading from cue cards isn’t. Be sure to rehearse your pitch and make it your own before you deliver it for real.
However much we try to deny it, it’s human nature to judge a book by its cover. Your appearance, from the clothes you wear to your body language, will affect the success of your pitch.
Scruffy clothes and slouched posture don’t exactly scream enthusiasm. Great sales pitching is all about sparking interest and zest in your prospects’ minds, and looking the part is always a good place to start.
Tone of voice and language
Whether you’re pitching on the phone, over email or in person, the tone of voice you adopt is a deciding factor in the outcome of your pitch.
If you’re pitching something fun or creative, then dry, unimaginative language isn’t likely to get the response you’re after. Similarly, if you’re pitching a professional service—legal advice, for example—then formal language is probably the most sensible choice.
Understanding your audience
It’s not just what you’re selling that you need to consider when creating the perfect pitch—it’s also who you’re selling to. That’s because, depending on your target demographic or ideal prospect profile, the type of pitch you need to create—and the way you pitch it—will change.
You could have a great sales pitch, but if it’s not targeted at the right audience, you won’t get the results you’re after. So, for a great pitch to generate meaningful leads and make sales, you need to put time and effort into understanding who your audience are, how they interact and why they want what you have to offer.
Once you know who your audience is, you can go one step further and tailor your pitch precisely for them. Whether you’re reaching out to young adults or business managers, changing your pitch to appeal directly to them is a sure way to gain traction.
From the personal pain points your product or service solves to using your prospects name, personalisation can be the thing that grabs your potential buyers attention and, more importantly, keeps it.
Traditional pitching leaves a lot of space for your prospect to tune you out. Whether you’re pitching over the phone or face-to-face, there’s a learned habit of simply nodding along and waiting for you to finish. Video sales pitching offers an opportunity for something different and unexpected.
With a professional sales video, you can engage both your prospect’s visual and auditory senses and attack the pitch from a more personal angle while keeping things succinct. With the help of a personalised sales video platform you can easily create professional sales videos sure to capture prospects attention and leave a powerful impression.
Personalised video pitches can spark interest with prospects. If you put time into creating the perfect sales video through planning, taking into account appearance, tone of voice, target consumer and personalisation, you will receive more meaningful leads, better results and ultimately, more sales.
BIO: Alexander Brix, Co-Founder and CMO/COO at Accordium. Talk to me about anything sales ops, funding, and entrepreneurship! Connect with me on LinkedIn and follow Accordium on Facebook.