Sales Pitching

Points to remember while Pitching your Product to the Client

For a businessman, learning the art of providing great sales pitch is prime to get their company off the ground. An effective pitch can bring valuable partnerships to the table ultimately leading to the growth of a company.

One must remember the following while pitching their product to the client :

Keep your introduction concise

Introduction should always be crisp and clear. This is the time when one determines whether you have a chance to make a sale and how the upcoming conversation would shape up.

Maintain an Influential Body Language

A presentation must be more visual and interactive. Sometimes, the non-verbal cues one gives can be more influential than the conversation . For example,

Smile, to make your audience feel comfortable.

Use the space around and make positive gestures to engage the audience better.

Look them in the eye to acquire attention and exhibit confidence.

Expressing Assertiveness

Assertiveness is an indication of insight seller. A seller must be assertive in a way that is not inimical but will aid the buyer.

Right assertiveness helps to de-range the buyer from any assumptions while reframing the issue and helping them to reach solutions and their goals.

Show Real Value , not the printed price

“ Don’t think of pitching, think of offering”,  says Sonia Simone.

A good pitch includes making your prospect aware of the value your product is going to add to their organization. The customer must also feel valued – this leads them to start engaging and convey their opinions freely to the seller.

According to Salesforce, 79% of business buyers say it’s critical and very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business. Customers demand smarter sales experiences, and they want sales reps who are personal consultants that help them address their challenges instead of treating them like another lead in the pipe.

Present solutions, not characteristics

Customers are never interested in the characteristic values of a product but in knowing how that product is going to help them grow their business faster, make it less perilous and would save them time and money. Hubspot Research Survey shows 69 percent of people create a positive sales experience, according to buyers, when they listen to the needs of the client. The solutions must decipher the real hitch.

Know the potential problems

List down the potential fears your prospect may have and think through the solutions you can provide. This will comfort the buyer while making the purchase .

Talk about their business

Enquiring for business shows confidence and displays the seriousness of working with the client.

Wrap up – show Gratitude – Follow up

Always show enthusiasm in the end. Summarize your pitch and let the customer acknowledge the data provided.

Ask for questions and opinions and leave by showing appreciation to them for their time.

Following up displays confidence in self and in the product. An analysis of more than 2,200 American companies found those who attempted to reach leads within an hour were nearly seven times likelier to have meaningful conversations with decision makers than those who waited even sixty minutes.

Following books would aid in understanding and creating enhanced sales pitch:

  1. The Psychology of Selling by Brian Tracy ( for beginners )
  2. The Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer
  3. Secrets of Closing the Sale by Zig Ziglar
  4. The Ultimate Sales Machine by Chet Holmes