Making your sales pitch effective
Tanveer Shaikh
Sales Effectiveness | Executive Coach | Leadership Facilitator | Management Consultant
Sales people often do not have the discipline to sit down and create their sales pitch, make a script of it, and then rehearse it till they get it right. Many successful sales professionals have told me that they have improved once they began conscious work on their sales pitch.
Here is one important test to run when creating an impactful sales pitch. It involves asking the question "So?" While preparing your sales pitch, keep checking it by implementing the “So?” test.
Every time you say something about your product or your company, if the customer can raise the question 'So?', it kills your pitch instantly. This test also helps to differentiate the features, and the benefits, of your products. If you go ranting about your product features, and the customer says "So?", you need to immediately shift gears… here you have to say 'What this means for you is…' and then follow it up by mentioning the corresponding benefit(s).
Let’s take an example, if someone is selling a wonderful bike that has the latest ABC technology which saves fuel, the sales person can say here is ABC and it is the newest technology and the customer says 'So what?'. Immediately, the sales person highlights the amount of money the customer can save by saying "Sir, let me present you this bike that has the latest in ABC technology… what this means to you is that it would save you at least x dollars every month.”
Speaking the customers' language is the core to successful selling and by using well articulated benefits statements you can be a Best Seller.
Category Head New technology-Green Energy
6 年I learnt it from you to practice the answer to every so can be " This means to you x y z saving in time, reduce cost, money etc " to suit individual customer. However to do this I do not jump into presentation or sales discussion unless I have captured the major challenges or need of customer. So it is important to make the first general conversation. Typical a sales guy does not want to loose time available with potential customer and he will rush making it "tell to sell"
Experienced Sales Professional.
6 年people choose on logic, but buy on emotions. Well said
20+ years in HR Transformation | Talent Strategy | Aligning Strategy, Culture and HR | Executive Coach (PCC) | Worked across continents solving key challenges involving People and Culture
6 年That's an interesting 'So' perspective. Seen a lot of it happening in salons. You go for a haircut and the stylist would only talk about fancy hair care treatments. As a customer the response always is 'so' ? I don't need one. Speak to me in my language of what I need and I am happy to come back again. Unfortunately, it's about what they want to sell and not what I want as a customer. :) Should write a case study on customer service excellence in salons.