Secrets to Appearing Confident During a Sales Pitch
Advice from the pros
Mastering the sales pitch involves understanding the product or service’s value, not just the product or service itself. Therefore, confidently communicating involves not only persuasiveness but active listening.
If you are missing opportunities or lacking sales, check out the following sales pitch mistakes that could hinder your success.
Talk less; listen more.
You may believe getting every last detail of your sales pitch out is the most important goal, but finishing your pitch shouldn’t be your end game.
Most sales pitches fail because the speaker is doing all the talking and not listening. A failure to listen prevents connection – whether the meeting is in person or virtual.
Don’t plan your next move. Be present. A good salesperson is an active listener, so they can adapt to the client’s custom needs and provide solutions, not just noise.
Ditch the robot.
When presenting a sales pitch, put yourself in the client’s shoes. You only get one shot to make an excellent first impression. But, if they are learning about your company, product or service, do they need an in-depth presentation or a brief overview so they can ask questions?
Most of the time, engaging a client takes a conversation, not a presentation. Focus less on the details and more on active listening. The client is more likely to follow along if you include them in the presentation, rather than just talking at them.
Use storytelling to connect with your listeners; don’t overwhelm your customers with too many points. Be open to their questions during the pitch and be transparent with your answers. Trust is an integral part of sealing the deal.
Do your research.
It’s wise to research clients that you will be pitching to. Don’t waste time pitching to a client that doesn’t require your product or service.
The research applies to one-on-one pitches, virtual sales presentations and cold leads. First, do your homework to ensure your potential clients have a problem you can solve. Then, tailor your sales pitch to meet their needs.
Love your company. Love your client more.
Passion for your product or service is essential. However, no matter how much enthusiasm you put behind it, your ego can sometimes get in the way. When you put everything behind your product or service, you expect everyone else to do the same. But that won’t always happen. No one closes a sale 100% of the time – no matter what your product or service provides.
When a sales pitch doesn’t go your way, don’t blame the client for missing out on a once-in-a-lifetime opportunity. Instead, look at your product, service and sales pitch to see how you can improve.
Constructive criticism can be hard to swallow, but it will make you a better salesperson and help your company grow. Focus on the relationship. You may not always make a sale, but the ability to go back to the client when you have a new pitch is priceless.
Provide the next steps.
A sales pitch can’t be successful without a call to action (CTA). Unfortunately, while CTAs are prominent on landing pages, social media posts and email newsletters, inexperienced salespeople often forget that they must lead a conversation to the next step.
Once a client is interested in your pitch, clearly tell them what to do next. For example, whether they need to know how to contact you, access services directly or request a sample product, give the client the information at the end of the pitch. Providing the next steps keeps the client engaged and helps you follow up appropriately.
To have a successful business, you must learn to sell your product or service. You will constantly need new and repeat clients for your business to thrive. Mastering the sales pitch will help create your dream business. So be an active listener and encourage constructive criticism to improve and nurture more profound relationships. The more trust you can build with your clients, the easier it will be to engage them in a conversation that leads to a successful – and repeated – deal.