Sales Pitch Best Practices

Be authentic. Speak in the way that comes naturally to you. Believe in what you’re saying.

Be truthful. (Compelling yet factually accurate.) Don’t make promises your product can’t deliver on. Don’t say your product does things it doesn’t RIGHT NOW. If you are going to make efficacy claims, make sure you have some understanding of the research methodology used so that you can back them up.

Be empathetic. Your customers’ problems are your problems. You wouldn’t be talking to this person if you didn’t think you might be able to help them--but respect and appreciate that they may not consider your solution to be the right one for them. Listening is an important sales skill.

Be prepared. With so much information available online, you don’t have many excuses for not doing your homework. Visit the customer website to identify their priorities and current initiatives. Look up the target buyer on LinkedIn. Be aware of any new funding sources that can be used to purchase products like yours. Identify any customer local champions who might provide an introduction or offer a reference.

Make it personal. Tailor your message to the person you’re talking to. Focus on the benefits this person will care most about.

Anticipate concerns or objections. Try to address some of these upfront. This is why I suggest clarifying your product category early on. You don’t want your audience to spend the time you’re talking trying to figure out whether you’re offering a core or supplemental curriculum, or an app for a device they may not have. Plan for BANT--budget, authority, need, time--the most common customer objections.

Source: www.aliciafontaine.com