101: Sales Pitches
Asking people to part with money may not be everyone’s idea of a pleasant task. But sales is all about fulfilling a potential customer’s need.
Rehashing a sales presentation to tout a product or service just doesn’t work, says an article at www.effectivemeetings.com. Establishing relevance to each particular client does. A generic sales presentation likely focuses too much on you and not enough on prospects. Tailor your pitch to your prospective’s problems, needs and situation.
Research first. On the phone or via e-mail, ask your potential customers questions to gather background information. What other solutions are they considering? What problems do they hope to solve with your product or one like it? You may need to dig deep for the reason why your product could be for them.
Remember the Three Ts. Don’t turn your back on the audience for more than a second or two while making a sales presentation, says an article on Forbes.com. If there’s a visual you need to explain, remember the Three T’s: touch, turn and talk. Use a pointer to call attention to a certain detail, but be quick to face the audience again.
Wrap it up. Hone in on key points and make them quickly. Kelley Robertson of www.businessknowhow.com said she talked to a sales person once who rambled at great length. “After viewing his product and learning how much it would cost I was prepared to move ahead with my purchase,” she said. “Unfortunately, he continued talking and he almost talked himself out of the sale.” Make sure you know what key points you want to highlight and rehearse them before your pitch. n
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