How can you prepare an outside sales pitch that will close the deal?

1 Know your audience

Before you craft your pitch, you need to do some research on your prospects. Who are they? What are their goals, challenges, and needs? How do they make decisions? What are their objections and concerns? The more you know about your audience, the more you can tailor your pitch to their specific situation and interests. You can use various sources of information, such as their website, social media, industry reports, referrals, or previous interactions, to gather insights and build rapport.

2 Define your value proposition

Your value proposition is the core message of your pitch. It explains how your product or service can solve your prospects' problems, improve their situation, and deliver benefits that they can't get elsewhere. Your value proposition should be clear, concise, and compelling. It should answer the question: why should they buy from you? To craft your value proposition, you need to identify your unique selling points, your competitive advantage, and your customer testimonials or proof points.

3 Structure your pitch

Your pitch should have a logical and persuasive structure that guides your prospects through the buying process. A common framework for outside sales pitches is the SPIN model, which stands for Situation, Problem, Implication, and Need-payoff. In this model, you start by asking questions to understand your prospects' current situation and challenges. Then, you help them realize the negative consequences of not solving their problems and the positive outcomes of finding a solution. Finally, you present your solution as the best way to meet their needs and deliver value.

4 Use visual aids

Visual aids can enhance your pitch by making it more engaging, memorable, and credible. You can use different types of visual aids, such as slides, charts, graphs, images, videos, or demos, to illustrate your points, show evidence, or demonstrate your product or service in action. However, you should avoid using too many or too complex visual aids that can distract or confuse your prospects. Instead, focus on the ones that are relevant, simple, and impactful. Also, make sure you practice using your visual aids beforehand and have a backup plan in case of technical issues.

5 Prepare for objections

No matter how good your pitch is, you're likely to face some objections from your prospects. Objections are not necessarily a sign of rejection; they can also indicate interest, curiosity, or uncertainty. Therefore, you should prepare for common objections and handle them with confidence and tact. You can use the LAER model, which stands for Listen, Acknowledge, Explore, and Respond, to address objections effectively. In this model, you listen to your prospects' concerns, acknowledge their feelings, explore the reasons behind their objections, and respond with facts, benefits, or alternatives.