The degree to which sales people are successful at pitching prospects directly impacts a company’s bottom line. Before a company can effectively utilize sales analytics, sales pipeline management, or sales automation, the sales reps must establish the initial contact with the prospects. The art of pitching and closing business can be a challenge for those who are new in sales as well as those who are more experienced. A recent Forbes.com article by Steli Efti provides a 10-step process to successful sales pitching:
- Focus on How You Say What You Say: Sales pitching requires that the person doing the sales presentation understands the target audience.
- Get in the Zone: Sales people need to have confidence in both their sales pitch, as well as any presentation tools being used.
- Ask to Understand: When pitching a prospect, presentations should allow for prospects feedback in order to get insights into their specific needs and problems. Sales pitching is most successful when clients feel they are being addressed personally rather than as part of a pre-packaged presentation.
- Present Solutions, not Features: Both online presentation tools and in-person presentation tools should address how the product solves the client’s problems. Too often sales people focus on the features of the product and forget that the value of the product is in addressing a need.
- Manage Objections: Successful sales pitching involves anticipating objections and being prepared with answers to address the objections before the presentation is given. The answers to objections may be directly incorporated into presentation tools to make it an easier and more manageable process.
- Ask for the Close: Believe it or not, sales people often miss out on closing during sales pitching because they forget to directly ask for the sale. Presentation tools can help sales people make sure that the close is covered in the right way.
- Negotiate to find a win-win: Sales pitching depends on knowing the right price that is in balance with the business value of the product or service. This knowledge includes possible discounts that need to be given when a product or service is sold to the sweet spot prospects who will most likely become long term users of the product or service.
- Follow Up: 80% of sales are closed on the sales follow up rather than during the initial sales pitching process. To optimize the return on sales follow up, presentation tools must be supplemented with the use of contact management software and sales pipeline management.
- Anticipate Rejection: Sales pitching is a numbers game. Sales people need to understand that rejections can be common, and they need to keep a positive attitude to get to the next “YES”. An initial “NO” may become a sale later, when followed up properly.
- Ask for Referrals: Whether or not the sales pitching process was successful during a presentation, sales people must ask for referrals to build a network for future contacts. The most effective way to manage referrals is by having a reliable contact management software in place.
To learn more about the tools that can make your company’s sales pitching more successful, contact us today.