登录查看更多内容

What are the most important features to highlight during a sales pitch?

由人工智能和领英社区提供技术支持

If you are an IT sales professional, you know that delivering a compelling sales pitch is crucial to win over prospects and close deals. But what are the most important features to highlight during a sales pitch? How can you showcase your product's value and differentiate it from the competition? In this article, we will share some tips on how to craft a persuasive sales pitch that focuses on the features that matter most to your potential customers.

此文章中的业界达人

由社区从 7 条内容中精选。了解更多

1 Know your audience

Before you start your sales pitch, you need to do some research on your audience. Who are they, what are their pain points, what are their goals, and what are their expectations? By understanding your audience, you can tailor your pitch to address their specific needs and interests. You can also use relevant examples, case studies, or testimonials that demonstrate how your product has helped similar customers solve their problems or achieve their outcomes.

添加您的观点

Sachin Goyal

Chief Growth Officer - IAPL Institute
举报内容
The most important features to highlight during a sales pitch are the ones that address the customer's pain points, goals, and needs. ? Reference past conversations and show that you understand the customer's situation and challenges ? Start your pitch with a question that engages the customer ? Keep your pitch short and simple ? Anchor your pitch in data and facts that demonstrate your product or service's effectiveness and value ? Tell a story that connects emotionally with the customer and shows how your product or service can solve their problem ? Keep your pitch conversational and interactive ? End your pitch with a clear call-to-action that guides the customer to the next step

已翻译

赞
Ronnie Hamilton

Sales/Service at Firetrol Protection Systems
举报内容
You Have to Sell them on you first from the start! Everything from there is easy. Make a few follow up calls just to talk and let them know you or committed.

已翻译

赞
Harsh Shah

Maximising Profits for Australian Staffing & Recruitment Business Leaders
举报内容
Crafting a compelling sales pitch to convert prospects into clients involves focusing on four key elements: 1. Why? - Clearly explain why your product or service is essential for the prospect. 2. What? - Highlight how your offering addresses specific challenges and meets their needs. 3. When? - Communicate a tangible timeline for the return on investment, emphasizing efficiency. 4. Who? - Showcase real success stories to build trust and credibility. By addressing these points concisely, you capture attention and increase the likelihood of conversion.

已翻译

赞
Harshil Patel

IT Product Marketing | IIM Alum | Telling stories that make an impact
(已编辑)
举报内容
Most of the conversations in sales pitches is about how to tailor your pitch to the audience. I find that counterproductive. 1. Understand the product-market fit. What is the differentiated value that your product provides? Which audience will benefit the most from using your product? 2. Figure out how to identify that audience. What's your Ideal Customer Profile - details such as titles, roles, organizations, etc.? What should be the qualifying questions? 3. Once you are connected to your best audience, only then you start understanding their pain points. If you have done the first 2 steps correctly, then in this step you are just focusing on what features will be a good fit instead of figuring out how to make your product relevant.

已翻译

赞

加载更多内容

2 Highlight the benefits

One of the most common mistakes in IT sales is to focus too much on the technical aspects of the product, such as the specifications, features, or functions. While these are important, they are not enough to convince your audience to buy. You need to translate these features into benefits, or how they will help your audience improve their situation, save money, increase efficiency, reduce risk, or gain a competitive edge. For example, instead of saying that your product has a fast processor, you can say that your product will help your audience complete their tasks faster, boost their productivity, and reduce their frustration.

添加您的观点

Harshil Patel

IT Product Marketing | IIM Alum | Telling stories that make an impact
举报内容
If you have followed the process I mentioned above, then: 1. You have connected with your best audience 2. You now understand what are the most relevant features for their particular scenario. Now, your focus should be on how to position your product such that it becomes the automatic choice for your customers. I like to use a funnel approach. Let's say your best customers are small-scale manufacturers looking for a CRM with cross-selling abilities. 1. Explain the solution landscape - CRM landscape is quite huge 2. CRMs with cross selling abilities will be a small subset 3. Lesser CRMs will be focused on manufacturers 4. Only a handful of them will be best-fit for small-scale manufacturers 5. Only you use AI for auto recommendations

已翻译

赞

3 Show the value

Another key element of a successful sales pitch is to show the value of your product, or how it compares to the alternatives in the market. You need to demonstrate why your product is worth the investment, and how it will deliver a positive return on investment (ROI) or a low total cost of ownership (TCO). You can use data, metrics, or calculations to quantify the value of your product, such as how much money, time, or resources it will save or generate for your audience. You can also use value propositions, or statements that summarize the main benefits and advantages of your product over the competition.

添加您的观点

Harshil Patel

IT Product Marketing | IIM Alum | Telling stories that make an impact
举报内容
If you have followed the process I mentioned above, then: 1. You have connected with your best audience 2. You now understand what are the most relevant features for their particular scenario 3. You have showcased how you are uniquely positioned to solve their problems Done, right - you are left with justifying what you have explained above. So, the conversation is not about what value you are bringing to the table that the competitors don't provide. You have already answered that. It is not about demonstrating it in action - show your demo, provide calculations that can quantify the value of the product. The questions will be focused more on how, rather than why. If you are able to answer these questions, your job is 90% done.

已翻译

赞

4 Address the objections

No matter how good your sales pitch is, you will likely face some objections or questions from your audience. These can be related to the price, the quality, the functionality, the compatibility, or the support of your product. You need to anticipate these objections and prepare your responses in advance. You can use facts, evidence, or testimonials to counter the objections and reassure your audience that your product is reliable, compatible, and worth the price. You can also use trial offers, guarantees, or incentives to overcome the objections and motivate your audience to take action.

添加您的观点

5 Use stories and visuals

A sales pitch is not just a presentation of facts and figures. It is also a story that engages your audience and connects with their emotions. You can use stories and visuals to make your sales pitch more memorable, relatable, and persuasive. You can use stories to illustrate how your product has helped other customers achieve their goals, overcome their challenges, or transform their situations. You can use visuals, such as images, videos, or demos, to show how your product works, looks, or feels. Stories and visuals can help your audience envision themselves using your product and experiencing the benefits.

添加您的观点

6 End with a call to action

The final step of your sales pitch is to end with a clear and compelling call to action, or what you want your audience to do next. You need to guide your audience to the next stage of the sales process, whether it is to schedule a demo, sign up for a free trial, request a quote, or place an order. You need to make your call to action easy, simple, and urgent. You can use words, phrases, or buttons that convey a sense of urgency, such as "act now", "don't miss this opportunity", or "limited time offer". You can also use incentives, such as discounts, bonuses, or freebies, to entice your audience to take action.

添加您的观点

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

IT Sales

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

What are the most important features to highlight during a sales pitch?

1

2

3

4

5

6

7

1 Know your audience

2 Highlight the benefits

3 Show the value

4 Address the objections

5 Use stories and visuals

6 End with a call to action

7 Here’s what else to consider

IT Sales

给文章评分

感谢您的反馈

更多IT Sales相关文章

更多相关阅读内容

What are the most important features to highlight during a sales pitch?

1

2

3

4

5

6

7

1 Know your audience

2 Highlight the benefits

3 Show the value

4 Address the objections

5 Use stories and visuals

6 End with a call to action

7 Here’s what else to consider

IT Sales

给文章评分

感谢您的反馈

查看其他技能