Creating a Sales Pitch.
Being unique and different while effective remains the core of how salespeople succeed in business presentations. If you are going to utilize a presentation software to design and create your presentation or pitch, there are certain elements and strategies that are tried and true and can help salespeople win more business.
We often see trainers use the whiteboard or flip chart in the prospect’s boardroom during presentations. They write down facts and figures, draws pictures, and records certain comments and statements from the discussion. They stand up and deliver a short presentation instead of telling the client what they will do. This approach never fails to help the prospect make a decision.
Remember to discuss the benefits of your products, not the features. Tell your customer what they will get by using your product versus your competitors’.
You may prepare a sample of the product to use in the program. After a brief introduction, hand it over to the prospect and the team. Instead of telling them about the item, let them see exactly what the finished product would look like and examine it in detail. They would be able to relate to it and ask relevant questions after they see how the team would use it in their environment.
You don’t want to come into a presentation talking about a competitor who they may not even be considering. Use comparisons, but sparingly. If you know that they are considering another company, it may be beneficial to subtly address your strengths relative to the weakness of your competitors and really drive that point home in how that directly address your prospects challenges.
If you really want to stand out from the crowd make sure you demonstrate enthusiasm and energy. The majority of sales presentations I have heard have been boring and unimaginative. A common mistake made when people talk about a product they are very familiar with is to speak in a monotone – causing the other person to quickly lose interest in your presentation.
Use your voice effectively and vary your modulation. As a professional speaker, you may believe that all your presentations were interesting and dynamic, however, you will soon learn that your stand-up delivery skills are much better than your telephone presentation skills. I recommend using a voice recorder to tape your presentation. This will allow you to hear exactly what you sound like as you discuss your product. You might be completely humiliated when you first use this tactic.
Show them what opportunities they can take advantage of as a result of you knowing that bit of information. Going back to the 80/20 rule, try to showcase your market knowledge whenever possible and always work to tie that insight back to the challenges the prospect is facing. In the commercial real estate field, understanding the market was in fact one of the best strengths a broker could bring to a pitch. But if that market knowledge isn’t being translated into how you can solve their problem, then it won’t be as effective.
The discussion of your product or service must be adapted to each person; modify it to include specific points that are unique to that particular customer. One of the most common mistakes people make is to use a generic presentation. They say the same thing in every presentation and hope that something in their presentation will appeal to the prospective customer. Show exactly how your product or service solves their specific problem. If you use PowerPoint, place the company’s logo on your slides and describe how the key slides relate to their situation. This means that it’s critical to ask your prospect probing questions before you start talking about your company.
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