What are the best ways to reinforce product benefits after a sales pitch?

In my opinion before the call end you need to always provide the next steps. With that in mind you need to go to re-validate all the conversation and create compromises from the customer side. With all that most of the times I go to the commercial executive to understand the feeling that they have with the customer and if they agreed with the vision from the sales enginering team.

What i've seen work well in the field during the wrap up of a sales call is defining what the next steps are and any other outstanding items that may delay a decision (including procurement process) After this, sending a "what we heard" follow up linking the business objectives, persona's using it to the value of the solution with next steps is often a good anchor point in the sales process. If priorities shift, you can always reference back and build out the case for change.

Um meinen Community Badge zu erreichen, brauche ich eure Unterstützung! Liked diesen Beitrag, wenn ihr meine Lernreise im Nachfassen nach Verkaufsgespr?chen unterstützt. Schnelles und effektives Follow-up ist ein Kunststück, das ich perfektionieren m?chte – es zeigt Professionalit?t und h?lt das Interesse der Kunden lebendig.

Creo que después de un discurso de ventas lo principal es centrar el objetivo pero sobre todo aplicar un buen sistema de incentivos.

It is crucial to plan our sales strategy cunningly, creating natural opportunities for future contacts. By introducing intriguing details during the sales pitch, we not only open the door to send additional information or address queries but also lay the foundation for follow-up without it feeling like a direct sale. Maintaining a smooth conversation that facilitates continuous follow-up becomes the key to building solid long-term relationships with clients.

Helft mir, meinen Community Badge zu verdienen: Liked, wenn ihr denkt, dass Testimonials und Fallstudien nach einem Pitch entscheidend sind! Ich lerne, wie man mit echten Erfolgsgeschichten das Vertrauen in das Produkt st?rkt. Eure Likes und Kommentare sind mein Wegweiser auf diesem Lernpfad.

Rather than boasting about your own accomplishments, it's better to utilize reviews from other people to build trust with potential customers. Social proof, such as positive customer testimonials or successful case studies, can greatly increase a prospect's confidence in your product or service. One way to collect testimonials is to request a virtual call and record the conversation. During the call, ask the customer to explain how purchasing your product or service has improved their situation and made their life better.

Leveraging testimonials and case studies is key, but consider going beyond just sharing them. Involve your satisfied customers in creating stories that resonate with prospects' specific challenges. Depending on all parties bringing in an existing customer is a great way. This storytelling approach, grounded in real experiences, not only provides social proof but also emotionally connects with the prospect. Incorporate the principles of reciprocity and commitment from Robert Cialdini's influence theories; encourage prospects to engage with these stories, perhaps through interactive content or webinars featuring past clients. This deepens trust and can effectively address any remaining skepticism more powerfully than traditional testimonials.

A case study or testimonial helps best to communicate with potential customer. It is normal for any new customer to want to know how the product has performed earlier, this information helps to set up the right tone for future communication.

Typically people follow the herd. To significantly enhance the effectiveness of your post-pitch follow-up, spotlight client success stories. Aim to underscore the disparity between the prospect's current situation and the remarkable accomplishments of your top clients. Establish yourself as the exclusive means to attain their desired goals.

A benefit is just a feature of the product that the marketing people think is of interest to a hypothetical customer. It it worthless. It only has meaning when the customer derives from value from it. So really all a demo does is show features. It is up to the seller then to work with the customer to determine how they will measure the value from implementing the solution that the product allegedly provides. A benefit only exists in the sellers domain. VALUE exists in the customer's domain and that is what they care about but only if they can measure it. Stop demonstrating features thinking they are benefits, and start delivering value. That is what you customer wants. The product is simply what he pays for; the value is what he derives.

With a highly complex product, it's essential to follow a pitch with a demo. The pitch establishes why your solution is important and the outcomes your client should expect. The demo reinforces faith in the product by giving hands-on examples of the outcome you can drive for their company. Why tell someone the power of your product when you can show them instead.

I believe that offering a demo or trial is one of the best ways to enable customers to experience and use the product firsthand. Only then can they truly comprehend how it feels. For instance, just like the Apple Store that allows every visitor to try out all kinds of Apple products, customers may not purchase them immediately, but it provides a good experience for everyone to touch and feel the products. Who might turn into a customer later.

A PoC can be a great way to show value of a product and have the customer test and see the featuresets at work. But it has to have a clear defined process and expectations on the results.

The biggest thing in any product pitch or demo is answering "So What?" All the bells and whistles are cool but why should our clients and customers care about all the features we are showing? Tying everything back to value whether by solving a problem or providing ROI is the most important thing we can do in pre-sales. When we tie things back to problems and value the product will sell itself at that point!

Ein Like für meinen Beitrag ist ein Schritt n?her zum Community Badge! Begleitet mich beim Lernen, wie man durch Bildung und Mehrwert Schritt für Schritt einen bleibenden Eindruck nach einem Verkaufsgespr?ch hinterl?sst. Ich freue mich auf eure Unterstützung und Tipps, um als vertrauenswürdiger Berater aufzutreten, nicht nur als Verk?ufer.

While doing sales, not every pitch or prospect will lead to a successful sale. But you still would like to leave a good impression on your customers. Approaching sales from the perspective of educating your customers rather than trying to make a desperate pitch for sale is a very good way of building trust and adding value to the time they have given you. If your prospect has left the meeting feeling they learnt something they did not know before which they can use, they are likely to come back in future. A simple thought but i found this highly effective.

This is probably not the best way to build on the previous recommendations. Creating a sense of scarcity will, in many cases, push the customer away from the purchase decision. Especially, if they are well informed. FOMO is real, but it only works if the customer is already at the point of decision. A positive way to build a sense of urgency will need to build on trust that has been created. Some options could be offering a deal construct that would potentially reduce the customer spend but strongly couple their solution to what you are offering. This could be through feature based pricing, volume discounts, opex optimization or value based payments.

Besides a Summary Slide, one can also send a Thank You email, summarizing the points discussed as well as providing information (case studies or marketing assets) to support and drive value.

A good way it is to give a product in customer hands as we can call as “cooking show”… this time you give opportunity to customer in the table get the product in hands to see quality and robustness and you can show real value with unique sales points to close the meeting with a compromise with customer, that can be a quotation, factory survey or a new meeting…

Sales Engineers should always have a summary slide which can give a glance of their product's USP and how the customers are going to get benefited from those. It's always better to re-emphazise on the USP again at the end of pitch.

Always remember that your product/servic is solving a problem(a need that has to be satisfied) from the customers point of view. Remind them of the problem that exists,and what happens if nothing is done to resolve the problem.. It's not about the unique selling points of your product.its about what the customer needs to achieve or overcome. The sales pitch must be around the customer and his needs