As an outside sales professional, you know that your product and market expertise can make or break your sales pitch. But how do you use that knowledge to create a customized sales pitch that resonates with your prospects and convinces them to buy from you? Here are the steps to follow:
Before you craft your sales pitch, you need to know who you are selling to. Your ideal customer profile (ICP) is a description of the type of customer who is most likely to benefit from your product and who has the budget, authority, need, and timing to buy from you. You can use various sources of data, such as your CRM, market research, customer feedback, and industry trends, to define your ICP based on criteria such as industry, size, location, pain points, goals, and challenges.
Para crear un argumento de venta personalizado, sigue estos pasos: 1. Conoce al cliente y sus necesidades. 2. Destaca los beneficios clave de tu producto o servicio. 3. Utiliza casos de éxito para respaldar tus afirmaciones. 4. Adapta tu mensaje al cliente específico. 5. Prepárate para abordar objeciones de manera proactiva. 6. Practica la escucha activa durante la interacción de ventas. 7. Sigue un proceso estructurado y profesional para guiar al cliente hacia el cierre. Estos pasos te ayudarán a crear un argumento de venta convincente y efectivo.
Once you have your ICP, you need to research your specific prospects and learn as much as you can about them. You can use tools like LinkedIn, Google Alerts, social media, and company websites to find out information such as their name, title, role, responsibilities, interests, preferences, achievements, and challenges. You can also use email, phone, or social media to reach out to them and ask them open-ended questions to uncover their needs, goals, motivations, and objections.
I cannot stress the importance of asking questions and asking really good questions at that. I think this part of the sales journey/ process is what sets a good sales rep apart from a great sales rep. Asking questions before you pitch should be strategic but authentic at the same time. You know what you want to sell to this person but do you know how these product(s) will help their business? Do you know anything about their business? I like to go through my portfolio and identify some key questions that will likely lead to my products as a solution. Understand, this approach won’t always go your way so it’s important to be nibble in your conversational skills and able to pivot if you get an unexpected answer.
Based on your research, you need to tailor your value proposition to show how your product can solve your prospects' problems and help them achieve their desired outcomes. Your value proposition is a concise statement that summarizes the benefits, features, and differentiators of your product and how they address your prospects' pain points and goals. You need to customize your value proposition to highlight the most relevant and compelling aspects of your product for each prospect and use specific examples, stories, or data to back it up.
After you have your customized value proposition, you need to prepare your sales pitch. Your sales pitch is a persuasive presentation that showcases your product and its value proposition to your prospects and encourages them to take action. You need to structure your sales pitch in a clear and logical way that follows the AIDA model: Attention, Interest, Desire, and Action. You need to grab your prospects' attention with a catchy hook, spark their interest with a compelling story or question, create desire with a strong value proposition and proof points, and prompt action with a clear call to action.
The final step is to deliver your sales pitch with confidence and enthusiasm. You need to choose the best mode of communication for your prospects, whether it is face-to-face, phone, video, or email. You need to use effective verbal and non-verbal communication skills, such as tone, pace, volume, eye contact, body language, and gestures, to convey your message and build rapport. You also need to listen actively to your prospects' feedback, questions, and objections and address them with empathy and honesty. You need to close your sales pitch with a clear call to action that specifies the next steps and the expected timeline.